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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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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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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 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.

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Account Planning: Manage Long-Term Account Development

Arpedio

Basically, an effective key account plan should include a consistent approach to how you build background information on critical clients, develop a sales approach, and build a relationship that is solely based on proactive management and support.

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Why Investing in Brand Identity is Essential in 2023

Outbound Engine

We all know that keeping in touch with clients leads to retention, and an increase in word of mouth, but I want to talk about what your name means to your clients. Every interaction you or your company has with a client develops your brand’s identity for better or for worse.

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Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure

Red Star Kim

40% Selling (winning new clients). 10% Existing client development. 0% Referrer development. 11% Marketing/BD fundamentals. 56% Marketing/BD planning process. 33% Overcoming marketing/BD planning issues. Where is the greatest challenge in your M&BD planning: 20% Marketing. 30% All of them. 70% Industry or sector.