登录查看更多内容

How can you maintain client relationships when leadership changes?

由人工智能和领英社区提供技术支持

Leadership changes can be challenging for any organization, but especially for account managers who need to maintain strong and trusting relationships with their clients. How can you ensure that your client stays loyal and satisfied when there is a transition in your or their leadership team? Here are some tips to help you navigate this situation and keep your client relationships intact.

此文章中的业界达人

由社区从 6 条内容中精选。了解更多

1 Communicate proactively

One of the most important things you can do when facing a leadership change is to communicate proactively with your client. Let them know who the new leader is, what their role and responsibilities are, and how they can contact them. Explain how the change will affect your account, what will remain the same, and what will change. If possible, introduce the new leader to your client personally or via a video call, and facilitate a smooth handover. Keep your client updated on the progress and address any questions or concerns they may have.

添加您的观点

Jordan Henderson

"Passionate Leader | Empowering Teams to Achieve Excellence | Transformative Visionary | Driving Growth and Innovation Through People-Centric Leadership"
举报内容
In my experience, communication both internally and externally should be your first action item. Any employee that would likely be impacted by the change in leadership should have a chance to ask questions and gain a clear understanding. If the company internally understands how the change will impact their business, the employees are better equipped to handle conversations with customers. No customer relationship should be held at one level only, there should be many "touch points" throughout the organization.

已翻译

赞
Brian Williams

Senior Sales Engineer @ Shelby Jones Co. | Account Management, Business Analysis
举报内容
One thing I found helpful is to refer to the past performances and leadership relationships to build a level of confidence and expertise with the new leadership. This establishes a trusted transition with new leadership.

已翻译

赞
Jennifer A.

Industrial Sales Professional with skills training in estimating, blue print reading, AutoCAD, Surveying and concrete design. Familiar with wholesale and manufacturing processes.
举报内容
Clients in my experience are more prone to change as long as openly communicate with them, that they are number one priority for the company. I had growth potential based on my ability to listen to their issues, and addressing those issues in a timely fashion. It's not super complicated.

已翻译

赞

2 Reaffirm your value proposition

Another way to maintain your client relationships when leadership changes is to reaffirm your value proposition and remind your client of the benefits and results you have delivered for them. Highlight the successes and achievements you have accomplished together, and how you have helped them solve their problems and reach their goals. Reinforce your commitment to their satisfaction and success, and show them how you can continue to add value to their business. This will help you build trust and confidence with your client, and demonstrate your professionalism and expertise.

添加您的观点

Scott Rempe

Speaker/Business Coach for Artists and Creatives. Graphic Recording illustrator.
举报内容
Good points Jordan. The days of a salesperson "owning an account" are gone...but it took a while for organizations to realize this. They were being held to old school thinking. Being on both sides of this in my career, I was always more impressed as a buyer when a TEAM of thoughtful, creative people came to meet with me to make a difference for my company. A great salesperson helps facilitate that.

已翻译

赞

3 Understand their expectations and needs

A leadership change can also be an opportunity to revisit and understand your client's expectations and needs. Ask them what they are looking for from the new leader, and what their priorities and objectives are. Listen to their feedback and suggestions, and align your account strategy and action plan accordingly. Show them that you are flexible and adaptable, and that you can meet their changing needs and expectations. This will help you strengthen your client relationships and create more value for them.

添加您的观点

4 Seek feedback and testimonials

Another tip to maintain your client relationships when leadership changes is to seek feedback and testimonials from your client. Ask them how they feel about the transition, and what they think of the new leader. Solicit their opinions and insights, and use them to improve your account performance and service quality. Also, ask them for testimonials and referrals, and use them to showcase your credibility and reputation. This will help you enhance your client relationships and generate more business opportunities.

添加您的观点

5 Keep the relationship personal

Finally, one of the best ways to maintain your client relationships when leadership changes is to keep the relationship personal. Don't let the change affect the rapport and connection you have built with your client over time. Continue to engage with them on a regular basis, and show interest in their personal and professional lives. Send them personalized messages, cards, or gifts on special occasions, and celebrate their milestones and achievements. Keep the conversation friendly and genuine, and show them that you care about them as a person, not just as a client.

添加您的观点

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Guy Galon
举报内容
This article should assume stakeholder/leadership change on the customer/client side and how the AM should respond and act. This perspective is super important for AM/CS

已翻译

赞
Jennifer Parrish Atkinson

Natural leader with a strong track record of leading teams dedicated to high-impact fundraising.
举报内容
Agree with Guy Galon - it is just as, if not more, likely that leadership will change on the client side. If you as the CS/AM rep only have a relationship with that key contact, a leadership change or departure will change your relationship with that client, usually for the worse. Always, always have multiple layers of relationships and keep showing value to all of them (and that value could be different for each, depending on the layer).

已翻译

赞

Account Management

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How can you maintain client relationships when leadership changes?

1

2

3

4

5

6

1 Communicate proactively

2 Reaffirm your value proposition

3 Understand their expectations and needs

4 Seek feedback and testimonials

5 Keep the relationship personal

6 Here’s what else to consider

Account Management

给文章评分

感谢您的反馈

更多Account Management相关文章

更多相关阅读内容

How can you maintain client relationships when leadership changes?

1

2

3

4

5

6

1 Communicate proactively

2 Reaffirm your value proposition

3 Understand their expectations and needs

4 Seek feedback and testimonials

5 Keep the relationship personal

6 Here’s what else to consider

Account Management

给文章评分

感谢您的反馈

查看其他技能