What an Account Management Strategy Looks Like in a Relationship-Driven Business

Account management covers how a company serves and grows all of its existing customers. Key account management is the part [...]

A written account management strategy should include five parts: account tiers, a named owner and backup for every important account, [...]

Each key account should have one named owner plus a backup. For the top tier, pair a senior leader such [...]

Review Tier 1 accounts every quarter, Tier 2 accounts twice a year, and Tier 3 accounts once a year. Review [...]

Most relationship-driven B2B companies need three tiers. Tier 1 covers the 8 to 15 accounts with the largest current revenue [...]