I’m always blown aware by the sincere and generous spirit of some of the people I have the good fortune to know!!!
I recently touched base with a talented speaker and expert in strategic account management who I used to work with in the UK. I originally met Phil Jesson in the mid to late 90’s when I retained him to deliver Proposal Strategy and Presentation training for Grant Thornton UK. Although I left the UK in 2001 and rarely have an opportunity to get back, we have stayed in touch and periodically a note will wing its way from here to there or vice-versa.
In the years in between, Phil has established a great reputation as a personable guide to improving sales results in a very pragmatic and practical way. His book “Piranhas in the Bidet”, which is now available on Amazon, is a modern parable on building relationships that add value and serving clients in a consultative manner. He has consulted with the CEOs of some amazing companies and yet manages to retain that special character that put him amongst my favourite people.
With all the graciousness I remember from the years we worked together, as soon as he learned I was starting my own venture Phil kindly offered to share the tools and techniques that he has been using with great success in the UK to help me build up my own library of services. Like I said – sincere and generous spirit!
I thought I’d share a great list of ways to Add Value to your Key Accounts which I have extracted from Phil’s free e-book A-Z of Key Account Management. Enjoy!
20 ways to add value to your top accounts:
1. Help them to increase their sales
2. Help them to reduce their costs
3. Help them to improve their market share
4. Help them to become more profitable
5. Find ways to help them stay in front of their competitors
6. Anticipate and solve their future problems
7. Introduce the key account to your customers, suppliers and network
8. Give them an order
9. Give them a lead
10. Give extra advice for free
11. Make them a hero – let them take the credit for your ideas – they will be keen to work with you again
12. Influence other companies to switch business to your key account
13. Offer advice where they are low on know-how
14. Give them a free place on one of your own courses
15. Sponsor their conference or social event
16. Send them useful press cuttings and market intelligence
17. Help them develop their plans and objectives
18. Part fund a project or event
19. Help your contact to achieve a personal goal
20. “Be there” when they need you – at a business level and personal level