Casual Articles - Business

Lead By Example, Not Just Talk
Great leaders lead by example, not just talk or orders. Leading by example will garner respect and admiration from the troops as well as compliance. In a network marketing company, recruits join voluntarily so it's up to them whether they will follow you or quit. You can't use force or order them around like a boss does in a traditional job.The best way to get recruits to do things is to motivate them with their goals dangling in front of them like a carrot by remind them why they joined.

le who must be present never change. The documents that must be prepared are described in detail. The process is a good one but it leaves no room for flexibility, common sense or the differences that exist both between accounts and departments. We need a way of managing major accounts that is effective, consistent and flexible. We need a way of working that is simple but strong. We need discipline and we need creativity.

So, how is Major Account Management like

Insurance Services
IntroductionAs far as insurance services include many tasks to carry out and there are 40 employees in the company it would be a good decision to computerize the company’s activities by introducing a well designed database and automating some tasks performed in a manual mode. Computerization of the company will provide lots of advantages for the company, its overall productivity and will make the performance of basic procedures and tasks much easier and quicker. Consequently, the employees’

Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a major account strategy works well it is extremely satisfying.
Major Account Management is a broad subject and this series of articles is designed to help make the management of major accounts;
Easier
More Enjoyable
More Effective
Starting Point:
There are many definitions of major account management but my favourite and one I have used throughout my work, is from The Financial Times:
“The art of developing long-term relationships with selected customers”
It is simple, clear and it shows us what is important.
This summary looks at each part of this definition i.e.
o Major Account Management is an art not a formula.
o It is a process of development, not a single action.
o It is a long-term process. It takes time.
o It involves relationships, not just a mechanical approach.
o It can only be done with selected customers.
Major Account Management Is An Art Not A Formula:
One can often see two ways of managing major accounts that are certain to fail. The first is management by chance. There is no control. There is no plan. No one can explain why we are winning the business or forecast how long our success will last. We do not learn from our mistakes or from our successes. This is at one extreme.
At the other extreme is management by formula. Here everything is documented, controlled and decided. I have seen one account planning process which demands that for every account the team must hold a one day orientation meeting, then gather information for twenty-one working days and then hold a two day planning session. The timescale cannot be changed. The people who must be present never change. The documents that must be prepared are described in detail. The process is a good one but it leaves no room for flexibility, common sense or the differences that exist both between accounts and departments. We need a way of managing major accounts that is effective, consistent and flexible. We need a way of working that is simple but strong. We need discipline and we need creativity.
So, how is Major Account Management like a
Salary Negotiation: How To Earn More Money and Respect From Your Employer
Despite how important fair pay is to most of us, effective salary negotiation is an often misunderstood and avoided topic. Current research indicates the average duration of a position today is 3.8 years. Over the lifespan of your career, how well you negotiate raises or starting pay will have an enormous cumulative effect on the quality of your life.So why does this skill remain elusive for many career professionals?Most of us do thorough research and prepare extensively for a job in
t:
There are many definitions of major account management but my favourite and one I have used throughout my work, is from The Financial Times:
“The art of developing long-term relationships with selected customers”
It is simple, clear and it shows us what is important.
This summary looks at each part of this definition i.e.
o Major Account Management is an art not a formula.
o It is a process of development, not a single action.
o It is a long-term process. It takes time.
o It involves relationships, not just a mechanical approach.
o It can only be done with selected customers.
Major Account Management Is An Art Not A Formula:
One can often see two ways of managing major accounts that are certain to fail. The first is management by chance. There is no control. There is no plan. No one can explain why we are winning the business or forecast how long our success will last. We do not learn from our mistakes or from our successes. This is at one extreme.
At the other extreme is management by formula. Here everything is documented, controlled and decided. I have seen one account planning process which demands that for every account the team must hold a one day orientation meeting, then gather information for twenty-one working days and then hold a two day planning session. The timescale cannot be changed. The people who must be present never change. The documents that must be prepared are described in detail. The process is a good one but it leaves no room for flexibility, common sense or the differences that exist both between accounts and departments. We need a way of managing major accounts that is effective, consistent and flexible. We need a way of working that is simple but strong. We need discipline and we need creativity.
So, how is Major Account Management like
A Franchise Opportunity for People who Love Children
Are you looking for a franchise opportunity which revolves round children? Why not consider a tutoring franchise. Your business and work consists of educating children out with school hours in the basics of English, spelling, reading & mathematics.You mainly help children between the ages of six and sixteen who through no fault of their own are having learning difficulties. Maybe they have just moved school, had health problems or are just emotionally upset. You can help them get back on tra
gle action.
o It is a long-term process. It takes time.
o It involves relationships, not just a mechanical approach.
o It can only be done with selected customers.
Major Account Management Is An Art Not A Formula:
One can often see two ways of managing major accounts that are certain to fail. The first is management by chance. There is no control. There is no plan. No one can explain why we are winning the business or forecast how long our success will last. We do not learn from our mistakes or from our successes. This is at one extreme.
At the other extreme is management by formula. Here everything is documented, controlled and decided. I have seen one account planning process which demands that for every account the team must hold a one day orientation meeting, then gather information for twenty-one working days and then hold a two day planning session. The timescale cannot be changed. The people who must be present never change. The documents that must be prepared are described in detail. The process is a good one but it leaves no room for flexibility, common sense or the differences that exist both between accounts and departments. We need a way of managing major accounts that is effective, consistent and flexible. We need a way of working that is simple but strong. We need discipline and we need creativity.
So, how is Major Account Management like
Can You Make Money Without Spending Money On The Internet?
I gave a quick consultation with one of my subscribers, and he wanted to become the next internet millionaire in two years time. This guy was extremely excited and I can tell by the way he typed to me on the instant messenger that he really wanted to make big money as soon as possibleThere was just one MAJOR problem. He wanted to realize his dreams by not putting any money into getting his business exposed! He complained that we wanted to make a lot of money fast without investing a dime t
our success will last. We do not learn from our mistakes or from our successes. This is at one extreme.
At the other extreme is management by formula. Here everything is documented, controlled and decided. I have seen one account planning process which demands that for every account the team must hold a one day orientation meeting, then gather information for twenty-one working days and then hold a two day planning session. The timescale cannot be changed. The people who must be present never change. The documents that must be prepared are described in detail. The process is a good one but it leaves no room for flexibility, common sense or the differences that exist both between accounts and departments. We need a way of managing major accounts that is effective, consistent and flexible. We need a way of working that is simple but strong. We need discipline and we need creativity.
So, how is Major Account Management like
Turn Your Luck Around With Your Carpet Cleaning Franchise
Aren’t you just sick and tired of trying to cover the costs of running your carpet cleaning franchise? There are bills for equipment, employees, overheads and insurance, not to mention repairs and vehicle expenses. Sometimes you are lucky if you make a wage for yourself and you thought owning a company was prestigious and profitable! Well it can be and you need a carpet cleaning business blueprint to turn your luck around.Lets talk statistics: There are over 35,000 carpet cleaners in the
le who must be present never change. The documents that must be prepared are described in detail. The process is a good one but it leaves no room for flexibility, common sense or the differences that exist both between accounts and departments. We need a way of managing major accounts that is effective, consistent and flexible. We need a way of working that is simple but strong. We need discipline and we need creativity.
So, how is Major Account Management like an art?
Discipline:
Artists need discipline. Think of the discipline of a dancer or a singer, they know that they work best if they create inside disciplines of their art. A poet follows certain rules of rhyme and structure and a painter knows the disciplines of colour and line.
Practice:
Every artist expects to practice. The painter sketches, trying different compositions, actors rehearse until the words are coming perfectly; the dancer works at the bar to keep fit and to perfect every movement and musicians play the piece over and over again. The performance often looks easy but we know that it took a great amount of work.
Creativity:
Discipline and practice alone will not make an outstanding artist. There needs to be a spark - something special that allows the artist to see what many others miss and to communicate their understanding powerfully and clearly. The artist allows us to see and hear things differently.
Managing a major account needs all three parts. Discipline helps us follow the plan, to be self-controlled. Practice means that we do not expect to be perfect overnight, we think and plan and prepare for every important “performance”. Creativity allows us to change the past, to find new ways to solve problems and to win opportunities. If we think of Major Account Management as an art then we will avoid the two dangers of working randomly and working rigidly.
In Part Two, I identify that:
“Major Account Management Is A Process Of Development, Not A Single Action”
Copyright © 2006 Jonathan Farrington. All rights reserved

Tags

Links

Casual Articles - A Fresh Approach To Managing Your Most Important Accounts

Related Articles: