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Focus on Growth
Communicate what matters to the client the most. Key aspects of communication must focus on the targets provided by the client and by ways the value created by the service offered to the client helped them to achieve their actual goals and targets. Make sure that you speak numbers and results. Focus on growth and targets on realistic terms. Account management is also about trust.
You may lose your resources which you can regain, however time once lost is lost forever. Value the time that the client has invested in your business. Communicate timelines on a regular basis and keep the client informed about every stage of business. For meetings, calls and reports be punctual and make sure that the time set apart is given due importance. Never walk in to a meeting late or unprepared. If you have an excuse then communicate it at the moment of incident itself. Be transparent, let the client understand that you are someone who are reliable even during an adversity. However make sure that the excuses are reversed with quality of effort and results that you deliver.
Listen More, Talk Less
Account management is also about understanding. Create a communication framework that allows your client to speak more and explain their requirements better and with clarity. Different clients have different targets no matter how similar they seem like. Assumptions weaken the quality of services your business can offer. The purpose of communication is to bring two businesses together and to understand each other even better and to create new opportunities.
Communication is one factor that separates a good Account Manager from a great Account Manager. More than offering services, they strengthen the bond between the business and the client by ensuring that both parties grow and thrive. The role translates more to that of a leader who can bring the best of both parties and take them towards new horizons.
, by Hari Bhagirath