Digital Account Management: Take the Long View

This is part six of a six-part series recapping my presentation, “Happy Clients: An Intro to Digital Account Management,” from Podcamp Nashville 2011.

6. Take the long view

Taking the long view can mean sacrificing in the short term in the hope of long-term gain. It can mean assuming risks along with your client that a company in a traditional “client-vendor relationship” normally wouldn’t take. It can mean throwing out agreements, sitting around a table and just figuring out what makes sense.

Ultimately, though, it’s about valuing partnerships more than you value transactions.

If you work at a company that takes the long view, this can be an incredibly satisfying part of your job as an account manager.

On the other hand, if you work at a company that does not take this approach, and you work as an account manager, this can be incredibly difficult. You’re responsible for growing revenues with your client, right? It’s the end of the month and you’ve got to bill all that you can.

Just remember, you’ll be serving yourself, your client and your company better if you invest in those long-term relationships rather than sacrificing them for a quick transaction.

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