There is an expression I’ve heard
for most of my adult life that says, “you don’t own
success, you just rent it…and the rent is due everyday.”
In the business of litigation support, you make your living in a
sector of the marketplace that is transactional, as opposed to long-term
contracts. It is then inevitable that, “today gets compared
to yesterday, this week to last week, and this month to last month,
etc.” The daily urgency to generate revenue never goes away.
There is an ever present realization that your best clients could,
under certain circumstances, be gone tomorrow…and the need
to replace the lost business would become an urgent priority.
In our training newsletters, we share with you helpful industry insight, effective account management tools, and proactive business planning advice. Over the years, we’ve had clients request copies of the memos so we decided to compile a short list of previous newsletters for you to browse through and pick out the most helpful management tools that suit your current needs.
July 2010 – Identifying The Leaks "Looking at the second half of 2010, are you on track to meet or exceed your projections for the year? A better question might be, “how are those goals shaping up for your individual account managers?” It only takes a few mouse-clicks to find out, but as you are reading this, I’ll bet you have a really good idea about where they stand"…
September 2009 – Someone Else Is Fishing In Your Pond “It is possible to lose a major project which surfaces in your market to a competitor from completely across the country without ever even knowing the project was in play. How is that possible…it is because a competitor has carved out a path to a buyer that may not even be on the radar of your Account Executive.”
January 2008 – Even A Blind Hog Finds Some Acorns If They Are Under The Acorn Tree “Practical application to the principle of making sure your account managers are exposing the merits of your business to an adequate number of prospects. Tools for positively impacting your account managers’ performance"…
January 2007 – An Ounce Of Prevention Is Worth A Pound Of Cure “Proactively managing your account managers to maximize productivity and minimize attrition, including a one-on-one conference outline."
June 2006 – Effective Team Selling: Closing The Gap Between Good Intentions & Reality “Have you ever gone on a team sell with one of your account managers and found yourself cringing at comments they made during the appointment? Have you ever found yourself becoming frustrated with an account manager’s inability (or unwillingness) to do what you were trying to teach them?” (Insight and guidance into effective team selling with your account managers)
December 2005 – Are
You Feeling Lucky? “When was the last time you
were able to hire someone from your local market who had a substantial
base of business, which was portable, and there were no concerns
regarding a non-compete?” (Insight on an alternative
approach to recruiting, guidance on what to look for in a candidate,
and taking the gamble out of making sure the actual numbers live
up to your projections.)
July 2005 – Perception
vs. Reality "If you’ve taken the step into the
technology space with an investment in software and/or equipment,
we can get your account managers up to speed quickly"…
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