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Why agency account managers struggle to think ahead

Account Management Skills

It’s important to ensure everyone keeps account growth top of mind (it’s much cheaper and easier to grow an existing client than it is to find new ones) e.g. offering to help clients with their yearly plan, having quarterly business reviews, establishing client growth KPIs, having client development plans, regular monthly client development team meetings (..)

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Book review: All you need to know about commercial awareness by Christopher Stoakes

Red Star Kim

The next public commerciality workshop (for marketing and business development profesionals) is in September through PM Forum The post Book review: All you need to know about commercial awareness by Christopher Stoakes appeared first on Kim Tasso.

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What is Key Account Management? (It’s Not What You Think)

Account Manager Tips

Clients developed a strong relationship with their suppliers and enjoyed greater benefits. And everyone was happy (mostly - some clients are never satisfied!). Has access to all levels of management - including the C-suite. Kurzrock, W. 1996), The Sales Strategist, Irwin ) See the difference? Key Account Management Concepts.

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Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

Red Star Kim

Leverage your exemplars to promote good habits I shared a number of stories about how firms can leverage the expertise and experience of their best (exemplar) business developers: Facilitating regular “Talking to Bob” dinners at a property business where junior, intermediate and senior fee-earners could listen to stories about how he managed to identify, (..)

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How You Prospect Matters: Prospect Engagement Playbook Launch Webinar

SBI

Pernilla Hammar, Manager Client Development, eWork Group. Stay human and win more deals with our latest Prospect Engagement Playbooks. Because HOW you prospect matters. Finally I can manage my team’s prospecting efforts and coach better! REGISTER NOW.

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How to engage fee-earners in the M&BD planning process?

Red Star Kim

11% Marketing/lead generation 11% Selling (winning new clients) 33% Existing client development 0% Referrer management 44% All of them How clear are you on the client (buying) journey?

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How Much Money Does a Key Account Manager Really Make?

Account Manager Tips

Here are some things you'll do as a key account manager: Deliver your company's strategy and vision Manage client risk (defection, competitor threats, issue resolution) Gather market intelligence and evaluate emerging trends Drive client development Provide data and insights to help your clients make better decisions.