{"id":19153,"date":"2016-06-29T04:08:04","date_gmt":"2016-06-29T08:08:04","guid":{"rendered":"https:\/\/www.bullhorn.com\/uk\/?p=19153"},"modified":"2019-03-01T21:24:10","modified_gmt":"2019-03-01T21:24:10","slug":"building-trust-strategic-large-account-management-collaboration","status":"publish","type":"post","link":"https:\/\/www.bullhorn.com\/uk\/blog\/building-trust-strategic-large-account-management-collaboration\/","title":{"rendered":"Building Trust with Strategic & Large Account Management Through Collaboration"},"content":{"rendered":"

If you manage a large account, as well as long-term retention, you\u2019ll want to develop the account\u2019s potential and maximise client revenue. <\/span>But how can you best do that given the complexities of managing relationships with a large strategic account? <\/span><\/p>\n

One tactic is <\/span>radical openness<\/em>.<\/em> And if you keep reading, I\u2019ll explain why it\u2019s a principle worth exploring.<\/span><\/p>\n

Be transparent with your communication<\/b><\/p>\n

With a large account, it\u2019s inevitable you won\u2019t be the only person in your organisation talking with your client. Instead, there\u2019s a complex array of relationships across departments and contacts. <\/span>As the account director, if you rely on verbal updates or being cc\u2019d into emails, there\u2019s a strong chance you won\u2019t know about every discussion or decision.  Or even worse, you\u2019ll only have partial truths. <\/span><\/p>\n

And when you\u2019re in the dark, how can you manage your account proactively?<\/span><\/p>\n

Proactive management will enhance your relationships<\/b><\/p>\n

For example, if no one tells you there\u2019s an issue with a project, you can\u2019t proactively manage it for your client. Worst still, the first time you\u2019re aware of the issue could be when the client phones you! Immediately you\u2019re on the back foot trying to protect your reputation. After all, you\u2019re their account director; you should know about and manage their issues.  <\/span><\/p>\n

So what\u2019s the alternative?<\/span><\/p>\n

In a company that embraces radical openness, you\u2019d have sight of <\/span>all <\/b><\/em>emails <\/span>to and from<\/em> your client \u2013 regardless of who sent them. You wouldn\u2019t be restricted by what someone else thought you needed to know. You could make that decision for yourself. <\/span>In addition, imagine a scenario where emails containing keywords that suggested an issue were automatically flagged and brought to your attention.<\/span><\/p>\n

How would these proactive tools enhance your relationship with your large key accounts?<\/span><\/p>\n

Builds trust<\/b><\/p>\n

Armed with the information you need to be proactive, you can keep your finger on the pulse.  You can check adequate steps are being taken to resolve any issues \u2013 and let your client know what\u2019s happening. <\/span>This builds trust \u2013 because your client will know they can rely on you to keep them up to speed. And if things do sometimes take longer to fix than you\u2019d like, at least your relationship will be strong enough to sustain those temporary knock backs. And let\u2019s be honest, a strong relationship and well-managed issues gives your client fewer reasons to leave.<\/span><\/p>\n

In this way, trust can pave the way for your company to become a key partner, not just a supplier.<\/span><\/p>\n

Deepen relationships<\/b><\/p>\n

When you\u2019re aware of all communication between your client and your company, you can look for opportunities to strengthen those relationships. You can even make new connections within the company and strike up new conversations. <\/span>This can pave the way for other sales opportunities \u2013 opportunities that can help the account to grow and flourish.
\n<\/span><\/p>\n

So you see, radical openness creates a doorway for more profits too! When people are talking together across the business, everything can be explored.<\/span><\/p>\n

Invest in the right tools<\/b><\/p>\n

The ability to pool information \u2013 without adding to your workload \u2013 is one of the biggest barriers to radical openness. <\/span>But with <\/span>Pulse,<\/span><\/a> the job is easy. Integrated with your email servers, Pulse <\/span>automatically<\/em> pulls ALL emails into your system and builds out your contacts and the companies you deal with. It then surfaces insights to your dashboard, allowing you to focus on what really matters.  <\/span><\/p>\n

To discover how Pulse could help you do your job more easily, <\/span>click here<\/a>. <\/span><\/p>\n\"richard\"\n

r.young@bullhorn.com | Twitter<\/a> | LinkedIn<\/a><\/p>\n

Richard helped introduce CRM to the UK back in the \u201990s. With this wealth of knowledge, Richard helps organizations with their CRM and sales management processes in a practical and efficient manner.<\/span><\/em><\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

If you manage a large account, as well as long-term retention, you\u2019ll want to develop the account\u2019s potential and maximise client revenue. But how can you best do that given the complexities of managing relationships with a large strategic account?  One tactic is radical openness. And if you keep reading, I\u2019ll explain why it\u2019s a principle […]<\/p>\n","protected":false},"author":72,"featured_media":19154,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[585],"tags":[],"class_list":["post-19153","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tips-tricks-and-how-tos"],"acf":[],"yoast_head":"\nBuilding Trust with Strategic & Large Account Management Through Collaboration - Bullhorn UK<\/title>\n<meta name=\"description\" content=\"If you manage a large account you\u2019ll want to develop the account\u2019s potential and maximise client revenue. 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