{"id":552,"date":"2024-03-28T11:14:56","date_gmt":"2024-03-28T10:14:56","guid":{"rendered":"https:\/\/tenacity.nl\/?page_id=552"},"modified":"2024-03-28T11:43:31","modified_gmt":"2024-03-28T10:43:31","slug":"accountmanagement-strategie","status":"publish","type":"page","link":"https:\/\/tenacity.nl\/en\/accountmanagement-strategie\/","title":{"rendered":"Strategy and process improvement"},"content":{"rendered":"
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Account Management Strategy<\/strong><\/h1>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Why do customers remain customers and happily pay your invoices?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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Vision<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Why do customers become and remain customers? Why account managers?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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Process<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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What things must be done excellently for every customer?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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Buy in<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Management fully on board? Team enthusiastic about this strategy?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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Do you also miss opportunities?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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If there is no clear strategy for account management, or this\u00a0not clear<\/strong>\u00a0For the account managers who have to implement the strategy, many opportunities are missed.<\/p>

A very clear signal is when your account managers\u00a0the<\/strong>\u00a0operation are sucked in<\/strong>.<\/p>

\u201cMost account managers are intelligent enough to do the right things, but if no strategy has been developed in a clear process, everyone will first tackle the issues that come their way. That is very human and happens everywhere.\u201d<\/em><\/p>

We have specialized in this for years\u00a0excellent<\/strong>\u00a0account management<\/strong>\u00a0for service providers. An effective strategy is absolutely part of this. It is a topic with which we often help and has a particularly great effect on your team and the results. Imagine that every account manager\u00a0particularly passionate<\/strong>\u00a0it's over\u00a0the right things<\/strong>\u00a0because they are guided by a clear strategy that everyone believes in...<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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Account Management Strategy<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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A strategy is a way in which you want to achieve something. Often the basic goal of account management is a long-term and profitable relationship with customers.<\/p>

A strategy consists of two parts, the\u00a0vision<\/strong>\u00a0(the why) and you\u00a0process<\/strong>\u00a0(what you want account managers to do).<\/p>

Your idea\u00a0Why<\/strong>\u00a0customers would want to become and remain your customers, is your vision.\u00a0What<\/strong>\u00a0what your team has to do (activities) logically follows from this. If you shape these activities into a process (who does what when), then you have an Account Management strategy: Your team knows what and when to do for each customer and why.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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Vision<\/b> on account management<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Some common views on account management are:<\/p>

\u2013 Customers award their business based on personal relationships
\u2013 Account management is selling to existing customers
\u2013 Customers buy for our products and expertise<\/p>

Our vision is\u00a0“G<\/strong>eld flows to value:<\/strong>\u00a0Everyone spends their money on things they find valuable.\u201d<\/em>.<\/p>

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We believe this is always true, but for service providers, managing value (with large customers) is doubly important because\u00a0expectations<\/strong>\u00a0from customers about services always\u00a0change<\/strong>\u00a0during the course of the collaboration.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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Account management Process<\/b><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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It follows from Tenacity's vision that 'understanding what is valuable for each specific customer' should be a core activity for all account managers at each customer.<\/p>

But such\u00a0general message<\/strong>\u00a0is too vague, that is not yet a process. You have to translate this into\u00a0concrete plannable activities<\/strong>. \u201cOrganize an annual session about expectations for the coming year\u201d is a lot more concrete. This is one part of the process. You can elaborate this further into who should do this and when.<\/p>

Would you like to review your account management strategy?\u00a0hold up to the light<\/strong>?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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Introductory offer: Strategy session<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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Book one Strategy session<\/b><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Would you like to discuss your effectiveness?\u00a0account management strategy<\/strong>\u00a0or this one\u00a0develop or improve<\/strong>? Then book a Strategy session.\u00a0<\/p>

All account managers should be able to explain very easily what the organization's account management strategy is. Take the test, ask your account managers.<\/p>

A strategy session is an easy first and completed step in a collaboration with Tenacity. That's why we give you one\u00a0offer<\/strong>\u00a0want to do: Your Account Management strategy refined and mapped out for\u00a0only \u20ac495<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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