Account Management (a tactical guide to success)

In this episode, Fred and John discuss the best ways to be successful applying for a role as an Account Manager including: Getting your foot in the door Resume Interviewing First three months

In this episode, Fred and John do a wrap-up of topics from the book.  Including: Be more than a pass through Be a student of the game Be a person of character Resources available for further study

In this episode, Fred and John continue the conversation about the right way to approach communication with your clients.  Including: -Communication with emotional context -Knowing your audience -Using listening as a communication tool

In this episode, Fred and John discuss the right way to approach communication with your clients.  Including: - When to communicate - Dangers of email - Being positive - Grammar and syntax

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 harassment

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 to do after the meeting to ensure successful execution.  

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 your bag 2. Think through logistics 3. Coordinate internal parties (i.e. herd the cats) Plus discussion of appropriate dress code.

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.

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 discussion of the virtues of Fred Water.

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 certain?  When should you take risks?  In addition, Fred and John discuss some negotiation resources.  

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 tactically and strategically.  Also, listener mailbag!

Fred and John review the skills needed to grow account management clients including:Project managementBusiness reviews/goalsettingRelationship mapsGoalsettingPlus, listener mailbag!

In this episode, we review the seven techniques to deal with negative situations with clients.  Includes suggestions for how to deal with issues where you cannot say yes to a request and also how to deal with negative situations with your internal organization.Also, we discuss the definition of 'homunculus'.

In this special episode, Fred and John talk to Brandon Horne about his success as an account manager and advice he gives to new account managers.

In this special episode, Fred and John take a break from reviewing Account Management basics and instead discuss an important topic for managers and leaders: how to build an Account Management team.   Important tips include:Hire business ownersIdentify the right talentsDon't worry about hiring industry expertsTeach how to approach the role

Fred and John review concepts from ""A Dragon Walks Into a Meeting" Chapter 2.  In this episode, we review how to create connections from a tactical perspective including:Learning about the client as a taskThe first five minutesHow to interact with senior executivesBusiness etiquette

In this episode, Fred and John talk with special guest Christy Hyde about her experience as an account manager leader and advice she gives to other account managers.

Fred and John continue their conversation about the philosophies of account management, focusing on the last four.  

In this episode, Fred and John discuss the six core philosophies of good Account Management.  In later podcasts, they will refer back to these very important six core principles.

Fred and John continue the conversation about how to build relationships and trust with business clients.  In this episode, they cover managing your client's emotional bank account and how to think about delivering a relationship debit.

In this podcast, Fred and John discuss Job #1 of the Account Manager: Building relationships through building trust.  

In this episode, we introduce the purpose of the podcast and introduce your two hosts, Fred Fuller and John Brown.