David keeps encountering clients who don’t appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes.
2Bobs episode 44: “The Best Ways to Disrespect Account People”
WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES:
- Pull necessary data from the client, even when it’s tough to get their cooperation.
- Sell recommendations back to them that are in their best interest.
- Lead the client. (Interesting fact: “strategy” is latin for “general” in army who leads.)
- Protect margins.
- Grow the account.
- Send the client to hell...and help them enjoy the trip (e.g., change orders).
- Read social signals and intervene before catastrophe strikes.
- Manage an account review, disputes, mistakes, etc.
- Follow client contacts to their next job.
- Keep ear to the ground as agency innovates client offerings.
PERSONALITY:
- Goal is authority and prestige.
- Judges others by their ability to verbalize and be flexible.
- Overuses enthusiasm, selling ability, and optimism.
- Fears boxed in environment without room to grow.
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