Account Management

Your essential guide to Account Management from Bigrock People Performance Solutions.

Account Management is the management of an organisation’s relationships with its long term clients or corporate customers. Account Managers are responsible for managing existing client relationships; for identifying ongoing opportunities, generating further sales and ensuring the client is delighted with the service they receive.

Account Managers can be assigned a single client or several clients who their company has, or hopes to have, a long term, profitable relationship with. It is the Account Manager’s job to build and nurture these relationships; to understand their clients’ needs and requirements, plan how to meet these needs and, as a result, generate sales for the business.

The Account Management App takes you through every aspect of managing accounts; focussing on building relationships to gain a thorough understanding of the client and their needs. Some of the items it covers are;
- The purpose and role of an account manager
- The essentials to success
- How to be an effective Account Manager
- What a value proposition is and how to develop one
- Thinking strategically about your accounts and mapping them against the perception ladder
- Analytical tools that can be used to help guide strategic intent
- Market segmentation which allows you to give the appropriate amount of attention to all businesses, types and areas
- Creating target lists and why they are important
- How to engage well and start with a good initial impression
- How to elicit the needs of the client
- How to present solutions to the client
- The importance of interpersonal contracting
- Conducting progression and review meetings
- The importance of having influencing, negotiation and project management skills

Features include:
- Top Tips – Refresh your memory on top tips and techniques from across the App
- Nutshell – Short App summary

With top content from leading business coaches, the Account Management App is the ultimate guide for account managers who are looking to develop their Account Management knowledge & skills.

“If you can't describe what you are doing as a process, you don't know what you're doing.”
W. Edwards Deming