Account Management Gold

CLIENT CONTACT MANAGEMENT

CLIENT CONTACT MANAGEMENT - Account Management Gold

close up view of a company organization chart on a whiteboard. hand drawn style

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 outcomes do not happen overnight, they may appear to! This is because a supplier has not been aware of a gradually declining business climate which it could (and should) have adjusted to/addressed. In addition, vital sales opportunities will have been missed. All this because CCM was not operated properly or maybe not at all.

Client directors, managers, section heads, team leaders & staff at all levels in many, if not all, areas should be identified and visits planned over an appropriate period of time for suitable representatives from your company.

You will also need to identify the key players at every level which must include the lower levels as these will inevitably contain an eventual rising star or two, or someone who’s close to someone senior, or someone who mixes in important circles because they’re good at sport or they’re just very good socially.

Although CCM is primarily a fundamental process for all account managers and senior staff, anyone representing the supplier who has direct contact with the client (at any level) must familiarise themselves with CCM content to ensure continuity and then subsequently update it.

Some example checks and tips are given below to give a flavour of just how important this component of account management really is.

Process

Practice

Click here for 60+ checks & tips

Best Practice Quote 6 of 13:

client contact management is the vehicle for developing key business relationships at every level throughout the client organisation”

NEXT BLOG: Sales Propositions & Opportunities

A complete set of account management components can be found at accountmanagementgold.com, all of which aim to significantly improve supplier performance and block the competition.

As an introduction to these components, I’m writing a series of blogs which I hope will be of value and appropriate for the type & size of your client, prospect and target organisations:

As these blogs will be geared to anyone engaged in developing new business with clients or prospects, and for ease of context, I’ll regard all readers as account managers as everyone has the same endgame, no offence!

I really hope you, your colleagues & business associates find value in these blogs; please let me know either way. Please also get in touch if you think there might be potential for our businesses to collaborate.

ASPIRE’s MISSION

– to enable businesses to minimise risk in all that they do with particular focus on developing long-term revenue streams

– to increase productivity/profit/margin, client/people networks, trust/integrity, reputation/market standing & morale/pride

Richard Wright
Managing Director
ASPIRE Account Management
accountmanagementgold.com

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