Account Management


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Account Management

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