Articles Tagged ‘account management’

It is easy to assume that everything is going swimmingly with a client. You are delivering what you promised. The client is paying your bills. You are talking to the client most days, surely an account review is just a waste of time?
Actually, the more regularly you work with a client on a day-to-day basis, [...]

During the account planning sessions you will have identified potential opportunities but this should actually be an ongoing activity with all priority accounts – even those not big enough to justify formal account planning sessions.

When we are working on our accounts day-in, day-out it is sometimes hard to see the wood from the trees. Taking time out to review important accounts on a periodic basis will help to protect what we have already achieved and maximise the growth potential.

Building accounts take time and focused effort. When you have a number of accounts, it may not be possible to pay the same amount of attention to each of them. Not all accounts will be worth the effort. By prioritising our accounts we can ensure that we maximise the sales we generate from the time [...]