“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
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.