Client Contact Management (CCM) is the vehicle for developing key business relationships at every level throughout the client organization. CCM is an essential component of account management, without it the whole process will either fail completely and your company is eventually replaced by a competitor or, as a minimum, result in significant loss of revenue & profit. Although such drastic...

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,...

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...

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...

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…

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…

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 supplier’s account manager is pivotal to success or failure - their appointment will be one of the most important decisions ever made by a supplier. If the person doesn't fit the bill and/or screws up it could cost your company millions of pounds. Account managers are the face of your company when it comes to dealing with clients and...

Client Contact Management (CCM) is the vehicle for developing key business relationships at every level throughout the client organization. CCM is an essential component of account management, without it the whole process will either fail completely and your company is eventually replaced by a competitor or, as a minimum, result in significant loss of revenue & profit. Although such drastic...

Sales propositions and opportunities is another key area in the successful management and development of any client or prospect. Regardless of whether there is a formal sales team or not, as your client account will not survive without new business, everyone who represents your company must be constantly on the lookout for opportunities to secure further work, no matter how...