Account Management

It's not a department

It’s a discipline and a skill set which can be learnt – at heart it's about bridging different groups of people by understanding diverse stakeholders and finding intelligent paths to ‘win / win’ outcomes. Originally undertaken for a large professional services organisation, this approach is designed for agency or client side operators who have to navigate multiple stakeholders through complex and fluid situations

The Account Manager is a bridge

Always straddling at least 2 camps - often a team of specialist delivery experts and a wider business or client. The core of the role is to understand and advance the interests of both with integrity and balance. The role is challenging and valuable because both parties are made up of diverse stakholders with complex and sometimes competeting agendas

A system for doing the job

The Account Manager must always have a firm grasp of 3 things that need to be coherent and compatible for any given project. Making them work for all stakeholders is the challenge


Vision: what do good and great look like?

Plan: how are going to get there?

Deal: what does each party need to commit?



Build, Buy-In, Uphold / Adapt

The process of build, buy-in, uphold / adapt is designed to create and maintain a coherent VPD for a diverse stakeholder group. Each of these main blocks expands into detailed subject areas and key skills which can be tailored for specific organisations, taught and put into practice 

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