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.

Larry Beckham, President

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.

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"…

August 2004 – When The Cost of Lowering Your Price Is Too High "The most obvious hindrance to getting the price you want for the services you provide is that of a competitor offering to do the same project for less. However, there is another less obvious reason why"...

October 2003 – The Three Q's "As a manager, it will serve your company's best interest if you are aware of three vital factors which impact an account manager's performance"...

May 2003 – The Law Of The Harvest Did you hear about the farmer who said, "as soon as I have a great crop, I'm gonna buy some fertilizer?"

January 2003 – It Is What It Is (Reflections, projections, and current market conditions; a simple "must do" account manager conference to determine areas of improvement.)

October 2002 – Don't Take By Force What You Could Get Just By Asking! (Are your account managers coming across as desperate and unknowingly wearing out their welcome with your clients?)

July 2002 – Teaching An Old Dog New Tricks (Competitive business solutions; questions for plan development)

April 2002 – Make It A Kodak Moment (One-on-one conference outline for an account manager whose performance is “below the mark”.)

December 2001 – You Don’t Own Success, You Just Rent It (What do you worry about? Discovering your management style.)

September 2001 – Who Moved My Cheese? (Insight on account manager’s behavior; account manager evaluation)

June 2001 – The Low Hanging Fruit Is Gone (What to do when the competition heats up.)

March 2001 – Tug-Of-War…Who’s Winning

December 2000 – Bridging The Gap in 2001 (Grading the service you provide; grading your account manager’s abilities.)

September 2000 – One Degree Of Separation (What really separates you from your competition?)

June 2000 – The State Of Your Business (Questions to help you evaluate your business position.)

January 1999 – If You Always Do What You’ve Always Done… (Return On Investment; account manager performance and skills assessment.)