David Brandi: Drive Your Business Success with Value-Added Account Management

 

According to Brandi & Co's David Brandi, good relationships are the backbone of a successful business. On the other hand, maintaining and cultivating connections is easier said than done, especially in the business world, where customer competition is tough and loyalty is hard to come by.

So, how do you plan to compete? On the other hand, account management is regarded as critical by David Brandi.

Account managers are essential to a company's client relationships' success. This article will look at account managers' responsibilities and functions and how they contribute to the overall success of their company and clients.

 

How David Brandi views Account Management?

Account management is a post-sales role that focuses on client relationship development. Account managers have two key goals: to retain clients' business and grow those opportunities. They accomplish these objectives through learning about their clients' objectives and aiding them in accomplishing them.

Unlike a traditional sales function focused on obtaining the customer, David Brandi sees account managers as long-term liaisons and, ideally, valued advisors for the client. In other words, sales are transactional, whereas account management is relational.

According to David Brandi, Account managers help answer their clients' inquiries, address their issues (preferably with a specialized product or service solutions), and establish a long-term strategic connection with the client beyond the first sale by understanding their clients' needs.

The account manager is responsible for increasing the original business alliance through up-sells and cross-sells, among other things. David Brandi believes that managers can keep long-term business through contract renewals by managing client relationships with sales or customer support and guaranteeing client pleasure.

In a nutshell, account management's job is to satisfy the customer.

 

Whatexactly is the distinction between an Account Executive and an Account Manager?

According to David Brandi, account management is divided into the account manager and account executive. Both responsibilities are critical for any business or organization. However, the definitions and scope of each role will range from one organization to the next. (In some instances, the two roles may overlap or be done by the same person.)

According to David Brandi, the overlap is caused by a lack of uniformity of job titles and disparities in structure, and shifting needs from one organization or industry to the next.

 

In any event, David Brandi usually differentiates two roles:

Account executives are in charge of new customer acquisition and new company development. In a more traditional sales function, they are in charge of developing, prospecting, and following up on leads. Account executives commonly called "hunters," seek out new market prospects and convert those leads into clients.

In other words, while the account executive may win the contract, they often do not handle the client afterward. After completing a transaction, they present a new client to the account manager, deepening the ongoing client connection.

 

On the other hand, account managers are frequently referred to as "the farmers." They manage the customer relationship to generate long-term growth and a beneficial partnership.

The account manager is the primary point of contact for the allocated accounts (clients). It acts as a bridge between the clients and the sales or customer care teams. According to David Brandi's experience, this position is all about communication skills and interpersonal interactions.

The same account manager should ideally work on a client's account throughout the client's tenure with the organization. Depending on the conditions of their contract, they may portray C-level clients, mid-management, or even project managers. The account manager handles all connections, communication, and presentations.

 

Note:

David Brandi, the chief consultant and founder of Brandi & Co, takes satisfaction in conforming to all current ATO (Australian Tax Office) standards and regulations. These legal standards apply to small business operations. David Brandi's company is also registered with the Australian Securities and Investments Commission (ASIC).