Meetings Stakeholders Suppliers Value Proposition 
Strategic Account Management Association
FEBRUARY 2, 2021
COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. Moreover, many salespeople we interviewed report that both they and their customer counterparts are often more focused, and more efficient, in virtual interactions than in face-to-face meetings.
Account Manager Tips
OCTOBER 11, 2021
Doesn't communicate Key accounts have vast networks of stakeholders (internal and external). Client relationships aren't built over email - so pick up the phone once in a while or setup a face-to-face meeting. You've had a great meeting with a client where you talked about all sorts of things. Internal teams. Think about it.
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Account Manager Tips
JUNE 29, 2021
Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Demonstrate that you value your client's business.
Account Manager Tips
JULY 6, 2022
You and your client become co-collaborators, co-producers and co-benefactors of value. 20 ways to encourage value co-creation with your customers The research paper explains 20 ways to encourage value co-creation. ne the value potential of the solution for customers. Clarify roles and tasks. Commitment to common goals.
Miller Heiman Group
APRIL 2, 2019
Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers? Your value proposition. Make Sure Your Value Proposition Is Mutually Beneficial.
Account Manager Tips
MAY 1, 2021
These meetings are already strategic in nature so a great time to introduce a commercial conversation. You need to know the answers to these and other questions: What’s your value proposition (as your client sees it, now you)? Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner?
Account Manager Tips
JULY 9, 2020
A thoughtful 30 60 90 day plan will impress everyone you meet during the job interview process, and your new manager will breathe a huge sigh of relief, knowing you're prepared and ready to take responsibility for your own onboarding. On your first day, invite your boss to a recurring meeting to discuss your 90 day plan.
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