Communications (Part 2)
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
7M ago
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 ..read more
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Communications (Part 1)
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
1y ago
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 ..read more
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The Art of Client Entertainment
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
1y ago
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 ..read more
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Meetings and Agendas
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
1y ago
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.   ..read more
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How to Travel
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
1y ago
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 ..read more
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Lead By Example
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
1y ago
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 ..read more
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Remind the Client Why You are There
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
1y ago
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 ..read more
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Embracing Risk with Yes
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
1y ago
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.   ..read more
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When the Deal isn't Done
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
1y ago
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 ..read more
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How to Think about Growth
Account Management (a tactical guide to success)
by Fred Fuller and John Brown
1y ago
Fred and John review the skills needed to grow account management clients including: Project management Business reviews/goalsetting Relationship maps Goalsetting Plus, listener mailbag ..read more
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