In this episode, Fred and John discuss the finer points of putting together a successful client meeting.  How to prepare, how to ensure no technical failures, and how to project presence.  Also what to do after the meeting to ensure successful execution.  

One of the least discussed aspects of Account Management is how to approach travel.  In this episode, Fred and John discuss the three commandments of business travel:

2. Think through logistics

3. Coordinate internal parties (i.e. herd the cats)

Plus discussion of appropriate dress code.

In this episode, Fred and John discuss how to lead by example as an Account Manager.  Discussion of the strategies and tactics to demonstrate leadership in your organization and with your clients.

In this episode, Fred and John discuss the basics of reinforcing your value proposition to your client.  Including a deep-dive into the seven-step QBR (Quarterly Business Review) process.  Also, a discussion of the virtues of Fred Water.

In this episode, Fred and John cover how an Account Manager should think about when to say yes to client ideas.  How do you know when it's ok to say yes?  What should be your process if you are not certain?  When should you take risks?  In addition, Fred and John discuss some negotiation resources.  

This podcast covers what you do when you as an Account Manager realize there are still contractual or negotiation open items with your client... the 'deal isn't done'.  We discuss how to approach tactically and strategically.  Also, listener mailbag!

Fred and John review the skills needed to grow account management clients including:

• Project management

Plus, listener mailbag!

In this episode, we review the seven techniques to deal with negative situations with clients.  Includes suggestions for how to deal with issues where you cannot say yes to a request and also how to deal with negative situations with your internal organization.

Also, we discuss the definition of 'homunculus'.

In this special episode, Fred and John talk to Brandon Horne about his success as an account manager and advice he gives to new account managers.

In this special episode, Fred and John take a break from reviewing Account Management basics and instead discuss an important topic for managers and leaders: how to build an Account Management team.   Important tips include:

• Hire business owners