This podcast covers what you do when you as an Account Manager realize there are still contractual or negotiation open items with your client... the 'deal isn't done'. We discuss how to approach tactically and strategically. Also, listener mailbag!
In this episode, Fred and John cover how an Account Manager should think about when to say yes to client ideas. How do you know when it's ok to say yes? What should be your process if you are not certain? When should you take risks? In addition, Fred and John discuss some negotiation resources.
In this episode, Fred and John discuss the basics of reinforcing your value proposition to your client. Including a deep-dive into the seven-step QBR (Quarterly Business Review) process. Also, a discussion of the virtues of Fred Water.
One of the least discussed aspects of Account Management is how to approach travel. In this episode, Fred and John discuss the three commandments of business travel:
1. Pack light and never check your bag
2. Think through logistics
3. Coordinate internal parties (i.e. herd the cats)
Plus discussion of appropriate dress code.
In this episode, Fred and John discuss the finer points of putting together a successful client meeting. How to prepare, how to ensure no technical failures, and how to project presence. Also what to do after the meeting to ensure successful execution.