Account Management is best defined as enabling any supplier (of people placements, consultancy, projects, services &/or products) to minimise risk in all that they do with particular focus on developing long-term revenue streams. In addition, there is an ongoing commitment to increase profit margins, expand people networks, develop trust, enhance market standing & boost morale/pride. So, as the new business...

It’s crucially important that your clients understand that your own company has an impressive set of values, ethos and image which distinguishes it from the competition. Your company may already have these attributes which are well documented and used in the sales process. Alternatively, your company may have such values and ethos but they are not documented or possibly not...

The balanced scorecard is a performance management tool which will enable you to assess how well the account management process is working. It provides for the 'measurement' of several key areas, most of which are not financial. This is particularly important as company boards invariably make decisions based on financial information alone unless a balanced scorecard has been adopted. So,...

Risk Management is a process which enables you to identify, assess, classify, action & monitor any identified risk in order to either eliminate, reduce, share or maintain it. So, there are always choices: Avoid the risk by eliminating the probability or by not undertaking the activity in the first place. Reduce the probability and/or severity of the risk or extend…

You’ll never achieve your business goals & targets without regular pragmatic Account Performance Reviews. Therefore, in addition to any current contractual commitments and aspirations for the account, the frequency of internal account performance reviews will depend on the size, complexity and potential of each client. It is also very important that the right people are present to contribute on specific…

As satisfaction surveys are a crucial component when evaluating supplier performance, they require significant thought and preparation. Ideally, you will survey the same areas at least once a year so that you can monitor trends as well as receiving a snapshot of client satisfaction, although it may take a few attempts to refine survey questionnaires. However, there is a great…

A SWOT Analysis can be used in various scenarios including establishing your own company’s current position in the market or with a specific client, the position of your client in their market, analysing the position of your own or your client’s competitors or the position of a particular assignment, project, service, people placement or product you are delivering. It can...