Training Programs: Relationship Managers

Relationship Manager

Expected Outcomes

Defining the Parameters of Success
Participants will understand the importance of profiling clients and how to utilize this information to build “balanced relationships” with both internal and external clients. Explicit and specific terms help to manage expectations and influence the behavior of others.

Measurement and Reporting:
What, To Whom and How Often
Measuring performance is often a difficult proposition for account management. With both internal and external clients, they are a step removed from generating actual sales and market share. What, beyond sales, constitutes successful performance for an account? What are the most critical results an account manager must achieve? And how should they be measured? Participants begin to define both the terms and the metrics in answering these questions.

Participants will also be able to allocate sufficient time to achieving the “balanced relationship” through a detailed analysis of the time and steps required to complete a variety of tasks inherent to successful account management.

A Script for Success
Participants will create a written path for success, understanding the importance of being “scripted” for each appointment. Pre-determining meeting objectives and action steps allows for better execution from preparation through follow-up.