How to perfect your account management strategies

by AB17 Jan 2013

Now is the time to start planning for the business year ahead. Doug Mathlin of Frontrunner Consulting Group says there are a number of things brokers can do to perfect their account management strategies.

“The first thing I would do would be to review their current relationships from 2012. Sit down with your accounts and say ‘What did we do well? What’s not working well?’ before we start putting a plan into place for next year.”

Mathlin also encourages brokers to set goals and targets for relationships in 2013.

However, figuring out the best way to get started can be confusing and Mathlin says there are three key things to keep in mind:

  1. Make sure your key account knows and can articulate your value proposition;
  2. Deliver value-add for key accounts; and
  3. Get feedback

CLICK HERE to watch the full Australian Broker TV interview with Mathlin.