Revegy

OCTOBER 2, 2019

Large enterprise clients – your key accounts – are transforming rapidly to keep pace with the complexities of globalization and digitization. While the promise of key account growth and profitability is ripe for the taking, key clients offer growth opportunities to strategic partners who can help them grow and compete.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

Account Management Skills

AUGUST 31, 2021

?. Welcome to Episode 45. This chat with Richard Long , Director of Strategy & Communications at earthware will be particularly interesting for you if you’re curious to understand how management consultancies operate versus agencies, and why they could potentially be posing a threat to your agency business.

Account Growth 52

Account Growth Healthcare Management Account Management 52

Account Management Skills

MAY 20, 2024

The study revealed a difference between what account managers believed was required to grow an account and what actually did. They found the prevailing mindset among AMs (88% in fact) was if they went ‘above and beyond’ on service, it lead to account growth.

Account Management 52

Account Management Account Growth Client Relationships Profitability 52

ProlifIQ

APRIL 21, 2023

Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success. What worked?

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

Account Management Skills

JUNE 19, 2024

And clearly bringing new ideas would be equally beneficial to the agency’s bottom line – account growth is cheaper than finding new business as well as highly profitable. Pitching new ideas without the context of understanding the client’s challenges and goals can come across as too ‘salesy’.

Account Management 52

Account Management Account Growth Profitability Management 52

Account Management Skills

SEPTEMBER 13, 2023

I speak to multiple account managers (AMs) every day. Hybrid’ AMs (project managing as well as responsible for account growth) particularly struggle. Lack of account growth culture or process Account growth is a process like any other agency process. Do you struggle to think ahead about your clients?

Account Management 52

Account Management Management Account Growth Client Development 52

Account Management Skills

OCTOBER 7, 2024

Please do follow Harv on LinkedIn because he shares really good insights and tips about agency operations and project management.

Account Growth 52

Account Growth Account Management Management 52

Account Management Skills

FEBRUARY 6, 2023

There’s an account growth problem for agencies with hybrid account managers. When I say ‘hybrid’ I mean, you are responsible for account growth but you’re also responsible for delivering projects. Why does it create an account growth problem? Skillset a.

Account Management 52

Account Management Management Account Growth Leadership 52

Account Management Skills

APRIL 8, 2024

Currently, many of my programme participants are just three months in and already getting very impressive account growth results, and this is down to them being coachable and also taking action on what we’re covering, with me supporting them with the implementation.

Account Growth 52

Account Growth Account Management Facilitation Profitability 52

Account Management Skills

MARCH 27, 2024

They want more predictable client retention and growth, which is less expensive than pitching for new business. They want to hardwire account growth into the agency’s internal processes so that account growth becomes repeatable. And ultimately, what they are looking for are three things.

Account Growth 52

Account Growth Account Management Acquisition Management 52

Arpedio

JANUARY 3, 2024

Their responsibilities revolve around: Regular client communication to ensure satisfaction Addressing customer needs and resolving issues effectively Identifying opportunities for account growth and upselling This dedicated approach to customer retention is fundamental in creating loyal, long-term partnerships that guarantee stable revenue streams.

Account Management 52

Account Management Management Acquisition Account Growth 52

Account Management Skills

MAY 20, 2024

If you want to know the quickest and easiest ways that are working right now for other agencies, check out the details of my Account Accelerator programme. It’s a year long coaching and training programme for those responsible for account growth in the agency who are managing those client relationships on a day to day basis.

Account Growth 52

Account Growth Client Relationships Marketing Management 52

Account Management Skills

AUGUST 8, 2024

There has been a consistent theme coming up in my Account Accelerator coaching group. The group comprises those responsible for client management and account growth i.e. MDs, CSDs, ADs and SAMs. Let’s explore number 3, the agency leader, in more detail.

Account Management 40

Account Management Management Account Growth Leadership 40

Account Management Skills

NOVEMBER 8, 2023

I’ve had 30 years experience in account management and, having trained account growth since 2016, I know not all account managers have the skills, the experience or the mindset to deliver at this level, and many agencies don’t have the right internal processes in place to support their account managers with account growth.

Procurement 52

Procurement Account Growth Account Management Advertising 52

Account Management Skills

DECEMBER 8, 2023

Why do account managers miss new account growth opportunities in client meetings? What are the key benefits (to the account manager) of asking the client great questions? Often it’s because they haven’t asked the right questions.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Account Management Skills

FEBRUARY 5, 2024

It’s a 12 month training and coaching programme that’s specifically designed to build an entrepreneurial mindset in account management which means: • Having an effective account management and account growth process – that is understood and followed consistently by all your account managers • Having an end-to-end client growth framework (from (..)

Profitability 52

Profitability Account Management Account Growth Onboarding 52

Account Management Skills

JUNE 7, 2024

If you’re in agency new business or responsible for account growth I urge you to stop what you’re doing and listen to the interview now (unless you’ve already worked with Tim!). His company ‘B2B Decision Labs’ is the research arm of Corporate Visions and clients include IBM and Deloitte.

Account Management 52

Account Management Account Growth B2B Management 52

Account Manager Tips

JULY 22, 2022

Coming up: How to Build a Successful Executive Sponsorship Program JULY 26 I'll be hosting a live workshop to explain how to create an executive partnership program that pairs senior executives with account managers to focus on account growth and retention.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Account Management Skills

OCTOBER 23, 2023

[link] www.salesmatrixcourses.com www.uksmosthatedsalestrainer.com www.youtube.com/c/UKsMostHatedSalesTrainer If you’re listening to this at the end of 2023, I’m opening enrolment soon for my one year Account Accelerator training and coaching programme that starts on 11th January 2024.

Account Growth 52

Account Growth Account Management Sales Training Marketing 52

Vantage Partners

DECEMBER 7, 2023

Some firms try to rectify the situation by creating fairly strong disincentives for write-offs, which only serves to put partners, MDs, and others responsible for account growth and health firmly between a rock and a hard place.

Account Growth 83

Account Growth Client Relationships Management Sales 83

Account Management Skills

NOVEMBER 29, 2023

Welcome to number 4 in my mini series of five bonus podcast episodes created to show you how to build an entrepreneurial mindset in your agency account managers. Why do so many account managers miss out on new account growth opportunities in client meetings?

Account Management 40

Account Management Account Growth Management Meetings 40

Account Management Skills

NOVEMBER 27, 2023

Everything I’m sharing in this podcast series is covered in depth in my Account Accelerator programme and ultimately it’s designed to build an entrepreneurial mindset in account management.

Account Management 40

Account Management Management Account Growth Meetings 40

Account Management Skills

APRIL 4, 2024

Client addresses a business problem & sees an ROI on the agency relationship. There is so much additional value the agency can bring to current clients, and those managing the client relationship are perfectly placed to unlock this value.

Account Management 40

Account Management Management Account Growth Client Relationships 40

Account Management Skills

JANUARY 26, 2023

And if you’re leading an account management team, it’s worth understanding how they tick – particularly because you’ll de-motivate them if you: Don’t provide a clear career path Hire another AM without including them in the process Set their account growth target without context or discussion Don’t include them in internal meetings about their client (..)

Account Management 52

Account Management Management Account Growth Client Relationships 52

Account Management Skills

SEPTEMBER 11, 2023

What does this mean for account managers responsible for account growth?: What does this means for you? Saw success on a particular marketing activity and elected to spend more on it (36%) What this means for you: Are any campaigns / services working well for your clients right now?

Account Management 52

Account Management Management Account Growth Decision-making 52

Account Manager Tips

MARCH 23, 2021

Key account management is the secret to grow revenue and customer retention. Importance of key account management Existing business is cheaper and more profitable than new business. Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Pass it on.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Account Management Skills

JANUARY 29, 2024

Well, Gartner says “if the AM is either unwilling or unable, the growth engine stalls” Having taught account growth since 2016, I don’t generally see a lack of willingness among agency account managers. So given the obvious commercial opportunity, what holds them back?

Account Management 40

Account Management Profitability Account Growth Procurement 40

Account Management Skills

FEBRUARY 22, 2024

Paint a picture of the client’s future business and provide an ROI on the relationship – so they can have client improvement conversations ( according to Gartner ) Be knowledgeable, professional and efficient when it comes to delivering the agency’s service but also proactive with suggesting new, business-relevant ideas and insight (..)

Account Management 52

Account Management Management Client Development Account Growth 52

Account Management Skills

FEBRUARY 15, 2024

But if you want client relationship longevity and account growth, delivering a good service on time and on budget, and giving the client a great experience, is only the beginning. They can also manage client requests, address client needs and solve client issues perfectly well. You need to be proactive as well as reactive.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Account Management Skills

MAY 14, 2024

My one year Account Accelerator [TM] training and coaching programme is designed to give those responsible for account growth the entrepreneurial skills to support the growth of your client accounts and your agency.

Account Management 52

Account Management Meetings Management Suppliers 52

Sales Readiness Group

JANUARY 5, 2022

A customer-driven sales organization not only results in more business from loyal customers but also leads to new account growth based on customer referrals and business reputation. By diffusing the tension, you can then have a productive conversation where you can share your perspective and look for a “win-win” outcome.

Supply Chain 62

Supply Chain Sales Account Growth Decision-making 62

Arpedio

JUNE 1, 2023

SAMA research also showed that SAMs who conducted consistent and intentional quarterly customer discovery achieved nearly double the account growth compared to those who only did it ad hoc. This further emphasized the importance of proactive and regular customer engagement to drive account growth.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Revegy

MAY 14, 2018

Moreover, companies that use a solution designed specifically for account planning have an 11-point advantage over those using manual efforts and a 9-point advantage over those using homegrown or CRM applications. What would a 9 to 11-point increase to your key account growth mean for your organization?

Co-Creation 53

Co-Creation Key Account Management Account Management Account Planning 53

Account Management Skills

DECEMBER 6, 2023

Let’s look at the first point above.

Account Management 52

Account Management Leadership Management Account Growth 52

SmartKarrot

OCTOBER 3, 2023

Playbooks can be created for any business scenarios, but for the sake of brevity, we will take the example of three critical ones: customer onboarding, issue resolution and, account growth. Draft Procedures: Create procedures for different scenarios, such as customer onboarding, issue resolution , account growth and tracking usage.

Customer Success 19

Customer Success Management Account Growth Onboarding 19

PartnerTap

JULY 11, 2023

With One-Click QBRs you can now track and measure your new logo accounts and pipeline progress automatically, right inside your QBRs. Ready to drive new logo account growth? So to bring it all together we have one more one-click solution for channel and partner teams.

CRM 98

CRM Account Growth Software Software 98

Brightbridge Consulting

MAY 20, 2021

We received some great feedback about how our support had been an important factor supporting their growth in North America. Our guide ‘How to secure Key Account Growth in a Competitive World’ references many sources of important insights and gives hard nosed advice about how to make progress in a challenging world.

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Government Account Growth Publishing Business Growth 40