Understanding Account People

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Manage episode 250342216 series 1428215
Player FM과 저희 커뮤니티의 David C. Baker and Blair Enns, David C. Baker, and Blair Enns 콘텐츠는 모두 원 저작자에게 속하며 Player FM이 아닌 작가가 저작권을 갖습니다. 오디오는 해당 서버에서 직접 스트리밍 됩니다. 구독 버튼을 눌러 Player FM에서 업데이트 현황을 확인하세요. 혹은 다른 팟캐스트 앱에서 URL을 불러오세요.

David keeps encountering clients who don’t appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes.

2Bobs episode 44: “The Best Ways to Disrespect Account People”

WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES:

  1. Pull necessary data from the client, even when it’s tough to get their cooperation.
  2. Sell recommendations back to them that are in their best interest.
  3. Lead the client. (Interesting fact: “strategy” is latin for “general” in army who leads.)
  4. Protect margins.
  5. Grow the account.
  6. Send the client to hell...and help them enjoy the trip (e.g., change orders).
  7. Read social signals and intervene before catastrophe strikes.
  8. Manage an account review, disputes, mistakes, etc.
  9. Follow client contacts to their next job.
  10. Keep ear to the ground as agency innovates client offerings.

PERSONALITY:

  • Goal is authority and prestige.
  • Judges others by their ability to verbalize and be flexible.
  • Overuses enthusiasm, selling ability, and optimism.
  • Fears boxed in environment without room to grow.

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