I’m personally not a big fan of New Year’s resolutions, but this year seems like a good one for trying to get started with a solid plan. Might as well be ready to capture the positive momentum that seems to be rising.
Did you know that people who make resolutions are 10 times more likely to achieve their goals than those who don’t (see resolution statistics)? I didn’t, so now I’m motivated – aren’t you?
While I could stand to make a few personal resolutions (the usual ones – lose some weight, save more money, etc), let’s focus here on timely and effective resolutions for those of us involved in Strategic Account Management.
Here are a few ideas I’m thinking about – and I’m thinking about prioritizing my accounts for these efforts such that I get the most payoff for my time:
1. Be an insider. Know what’s going on in your customer's business as well as (or maybe even better) than they do. Read their annual reports and other financial statements, listen to earnings calls, read analyst reports. Use this information to find your hook – the challenges in their business where you can help. And – spend as much time as possible at your customer site.
2. Meet 2 new executive level contacts per quarter. Leverage the information and time invested from item 1 above to demonstrate to these new contacts your grasp of what their priorities are and how you could help.
3. Grow revenue by 20%. Steps 1 and 2 should help here, but we’ll also need to leverage our account plans, the voice of the customer, and other insights to develop the customer strategy most likely to succeed.
How about you? What are your resolutions? Share some ideas or let us know if we can help.
Senior Vice President/Principal