Account management is the science of understanding how best to create value for your customer and to communicate to the customer the value that you have created. Bridgewell Partners helps you learn how to generate and extract the maximum value from each account. We help you learn how to uncover and assess what you need to know to build an account plan, build that plan, execute that plan, and celebrate success with your client while deepening your clients' commitment to you.
Specific skills include:
- Learning about:
- The customer organizations' aspirations, and the needs and aspirations of all the key players in the organization.
- The process of how good events transpire at this customer (what the customer must do to create value, and what the customer must do for you to create value for him/her), and the role of various players in that process.
- The resources available to you from yourself, your own company, the customer, and anyone else.
- Applying your knowledge to:
- Craft an account plan with roles for people in the selling organization, and for people in the customer organization. This plan outlines the goals of the joint work, and the resources required, and planned communications.
- Execute the plan.
Through this process, you will find multiple, profitable ways to be very valuable to your customer.
© Bridgewell Partners 2008