The Art of Client Entertainment
In this episode, Fred and John discuss the (sometimes tricky) art of client entertainment. Including: - Basics of approach to the process - Rules of the road - Difficult situations including harassme...
11 Des 20211h 8min
Meetings and Agendas
In this episode, Fred and John discuss the finer points of putting together a successful client meeting. How to prepare, how to ensure no technical failures, and how to project presence. Also what t...
1 Nov 202146min
How to Travel
One of the least discussed aspects of Account Management is how to approach travel. In this episode, Fred and John discuss the three commandments of business travel: 1. Pack light and never check you...
23 Aug 202130min
Lead By Example
In this episode, Fred and John discuss how to lead by example as an Account Manager. Discussion of the strategies and tactics to demonstrate leadership in your organization and with your clients.
11 Jul 202148min
Remind the Client Why You are There
In this episode, Fred and John discuss the basics of reinforcing your value proposition to your client. Including a deep-dive into the seven-step QBR (Quarterly Business Review) process. Also, a dis...
5 Jun 202146min
Embracing Risk with Yes
In this episode, Fred and John cover how an Account Manager should think about when to say yes to client ideas. How do you know when it's ok to say yes? What should be your process if you are not ce...
27 Mar 202136min
When the Deal isn't Done
This podcast covers what you do when you as an Account Manager realize there are still contractual or negotiation open items with your client... the 'deal isn't done'. We discuss how to approach tact...
2 Mar 202154min
How to Think about Growth
Fred and John review the skills needed to grow account management clients including: Project management Business reviews/goalsetting Relationship maps Goalsetting Plus, listener mailbag!
2 Feb 202146min
