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Account Management

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  • Transcript

    • 1. Account Management Capitalizing on our Network of Partners
    • 2. Session Flow
      • What is AM?
      • Why is it relevant today?
      • What results can be expected?
      • Actions to create AM on local-national level
      • ICX Bible
    • 3. What is it?
      • Process of going above and beyond what is expected of you to deliver a service to maintain or expand a mutually beneficial relationship
      • Not only fulfilling your promises but doing even better
    • 4. Why is it relevant?
      • Responsible for maintaining the ongoing relationship with AIESEC
      • Responsible for maintaining the long-term image and reputation of AIESEC
      • Quality account servicing means spending less time on gaining prospective TNs.
    • 5. Results expected (on X example)
      • Happy interns and happy companies
      • Long-term and strong relationships with TN takers
      • More relevant referrals
      • POSITIVE life-changing experiences for trainees
    • 6. Actions for creating account management on local/national level
      • The science of account management has four key elements:
      • (1) profitability management;
      • (2) account relationship selection;
      • (3) product migration paths;
      • (4) account planning
    • 7. Account Management Booking Marketing calls Communication Channel
    • 8. C hecklist for sales reps and their managers
      • Develop an account profile
      • Identify whom you are hunting
      • Identify their needs
      • Determine how to open each door
      • Create an action plan with steps, resources, metrics, and milestones
      • Create a coaching plan
      • Successful account management
    • 9. Account Management Selling
      • Product Development
      • Approach to companies
      • 1 st and 2 nd Meetings
      • Company follow-up
      Raising
      • Corporate Preparation to ICX
      • Update about current situation with the company
      • Prepare examples of profiles for meeting
      • Support on JD fill in
      • Arrange meeting with company to introduce AM
    • 10. Main goals for ER/ICX
      • AM follow-up
      • Contact with company
      • Interns supply
      • Develop products or opportunities for the company with the LC
      Account Management
    • 11. X “BIBLE”
    • 12.  
    • 13.  
    • 14. Potential results
      • Partnerships
      • In-kind
      • Sponsorships
      • Learning activities
      • Membership development
      • Leadership role
      • … and MUCH MUCH MORE!
    • 15. How to resign
      • Effective and strong account management
      • Prioritize and focus on quality service
      • Good communication
      • Involvement with interns and companies
      • Customizing relationships

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