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

Fred and John review concepts from ""A Dragon Walks Into a Meeting" Chapter 2.  In this episode, we review how to create connections from a tactical perspective including:

• Learning about the client as a task

In this episode, Fred and John talk with special guest Christy Hyde about her experience as an account manager leader and advice she gives to other account managers.

Fred and John continue their conversation about the philosophies of account management, focusing on the last four.  

In this episode, Fred and John discuss the six core philosophies of good Account Management.  In later podcasts, they will refer back to these very important six core principles.

Fred and John continue the conversation about how to build relationships and trust with business clients.  In this episode, they cover managing your client's emotional bank account and how to think about delivering a relationship debit.