Red Star Kim

SEPTEMBER 8, 2023

Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Although developments in technology to analyse large data sets of past project costs has led to some firms taking a more sophisticated approach to estimating, predictive pricing and risk and project management.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Account Management Skills

NOVEMBER 8, 2023

We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom. You can visit David’s website at www.tuningup.co.uk for more information about the book and also to road test a prototype of The Meikle Matrix for yourself.

Procurement 52

Procurement Account Growth Account Management Advertising 52

Red Star Kim

FEBRUARY 8, 2024

This puts segmentation and targeting at the top of the strategy agenda A Marketing Week survey in 2023 revealed that marketing strategy is the most undervalued skill by businesses. Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Management Skills

JANUARY 29, 2024

The account manager’s job is to keep and grow client relationships. What holds account managers back from growing accounts? I’ll be talking more about pricing with Alfie Wenegieme FCCA , Managing Partner at Cactus on the next podcast episode “Creative Agency Account Manager”

Account Management 40

Account Management Profitability Account Growth Procurement 40

Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. The most commonly supported activities for commercial methodologies include prospecting and opportunity management. Choose wisely.

B2B 198

B2B Sales Decision-making Negotiation 198

Account Management Skills

JULY 17, 2023

Roy Murphy from Synthetic is going to provide an update on the current AI landscape, how brands & agencies are using AI, ethical considerations and challenges and we’ll be sharing some specific use cases for account managers. So all of that to say, the idea of being an account manager was not on my radar whatsoever.

Account Management 52

Account Management Meetings Management Digitalization 52

Account Management Skills

APRIL 26, 2023

This episode is for you if you’re interested in understanding how a project management team and an account management team work together in an internal communications agency. Now Brilliant Ink call their account management team strategists. We were doing project management as best as we could.

Account Management 40

Account Management Decision-making Stakeholders Management 40