Effective Account Management and Contract Renewals

“Baby it’s cold outside” – One of my all time favorite holiday songs!

It’s edgy and somewhat risk taking and sassy–just how I like it!  I

digress.


Effective Account Management and Contract Renewals.

 

How does it make you feel when a service provider/vendor only

contacts you when it’s time to renew your contract?  Do you feel

respected, special and valued?   Or is there a feeling of being used,

abused, unattended to, unprofessionalism, etc.?


We all know what the definition of a contract is, right?; A written

or spoken agreement, esp. one concerning employment, sales, or

tenancy, that is intended to be enforceable by law.


While this is the formal definition of a contract, most a-player

professionals want more than just this definition.  They want to

create an experience for the clients so when contract renewal comes

up again, all feelings are positive and forward thinking from the client.


Account Managers needs to realize that it takes a strong effort to

make a client feel good about themselves in order to remove price

from the decision making process at contract renewal.  When an

Account Manager never calls, emails or checks-in all year round and

only makes a ditch effort to reach out a couple days before renewals

occur, the amount of value placed in that company and the Account

Manager who is representing the business, diminishes terribly.  I

have first hand knowledge of this every year with one of our service

providers.  It’s gotten to a point where I’m ready to move this

service over to another provider because of the lack of attentiveness

or caring there is from this business.

 

Big Fat Note to Account Manager’s out there;  Call your clients, ask

them how their business is doing and at least “act” like you’re

engaged!  It will go a long way.

-Kathleen-