Last updated on 2024年4月17日

What do you do if a client account is handed over to you?

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Taking over a client account can be a pivotal moment in your business development career. It's an opportunity to foster a strong relationship with a new client and grow your company's portfolio. The transition requires a careful and strategic approach to ensure continuity of service, alignment of expectations, and the establishment of trust. You must navigate this process with professionalism and skill, ensuring that the client feels valued and confident in your ability to meet their needs.

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Muhammad Umair

Chief Technology Officer @ Glixen Technologies | Offshore Software Development | Help to provide solutions in the…
Benjamin Culisniuc

Manager | Business Development | Revenue Growth | Market Expansion

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1 Review History

Upon receiving a new client account, your first task is to thoroughly review the account's history. This includes understanding past communications, projects, successes, and challenges. Delve into the client's preferences, previous feedback, and any contractual obligations that may exist. This foundational knowledge is crucial as it allows you to tailor your approach to the client's specific context and needs, ensuring a seamless transition and demonstrating your commitment to maintaining the level of service they expect.

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Muhammad Umair

Chief Technology Officer @ Glixen Technologies | Offshore Software Development | Help to provide solutions in the emerging industry of (AI / Custom Software Development / Web / Mobile / Games)
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Familiarize yourself with past communications, projects, successes, and challenges. Understand the client's preferences, past feedback, and any contractual agreements. This deep dive establishes a strong foundation and allows you to tailor your approach to the client's specific needs.

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Benjamin Culisniuc

Manager | Business Development | Revenue Growth | Market Expansion
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When a client lands on your plate, this is what I recommend to do: First, review all the documents and past communication to get up to speed. Review it carefully. Then, reach out to the client, introduce yourself if it was not done already, and understand their needs and goals. Develop an action plan, keep them updated, and focus on delivering results. Make sure you can deliver. And last, remember, always seek feedback and aim for continual improvement.

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Muhammad Burhan Tariq

Head of Business Development | International Direct Sales | Bench Sales | Strategic Planning | Marketing Strategy | Staff Augmentation | Lead Generation Expert | Generate Revenue | IT Services and Resources
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If a client account is handed over to you, take the time to thoroughly understand the client's needs, expectations, and current status. Reach out to the client to introduce yourself, express your commitment to their satisfaction, and ensure a smooth transition. Continuously communicate with the client, provide updates, and deliver exceptional service to maintain a positive relationship and address any concerns effectively.

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2 Meet the Client

After you're well-versed in the account's history, schedule a meeting with the client as soon as possible. Use this opportunity to introduce yourself, reaffirm your company's commitment to their success, and learn about any immediate concerns or objectives they have. It's important to listen actively and empathize with any issues they raise. This meeting is not just about information gathering; it's about building rapport and starting the relationship on the right foot.

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Abrar Ul Haq

Regional Manager- Dominos Pizza India | Ex -Airtel , HDFC Bank , Religare Aviation, BirlaSunIfe .
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As rightly said by somebody ‘Understanding comes through communication, and through understanding we find the way to peace’ While taking handover of account, go into retrospective angle and understand the behaviour of customer. Post study you will in a better position to understand your client and go ahead with long lasting relationship!

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3 Set Goals

With a clear understanding of the client's history and current perspective, it's time to set goals for the account. Collaborate with the client to establish short-term objectives and long-term aspirations. Ensure these goals are SMART: Specific, Measurable, Achievable, Relevant, and Time-bound. Setting these benchmarks early on will give your work direction and provide a framework for measuring success, which is crucial for both you and your client.

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4 Communicate Regularly

Communication is key in any business relationship. Establish a regular cadence of updates and check-ins with your client. Determine their preferred method of communication, whether it be email, phone calls, or in-person meetings, and stick to it. Regular communication not only keeps the client informed but also demonstrates your proactive approach to managing their account. It's an opportunity to celebrate wins, address challenges promptly, and adjust strategies as necessary.

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5 Deliver Value

Your primary aim is to deliver value consistently. Understand what the client values most, whether it's innovation, speed, quality, or cost-efficiency, and focus on delivering that in your services or products. By consistently meeting or exceeding their expectations, you solidify your role as a trusted advisor and integral part of their business strategy. Always look for opportunities to add value beyond what was agreed upon; this can turn a satisfied client into a loyal advocate for your business.

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6 Adapt and Evolve

Finally, be prepared to adapt and evolve with the client's needs. The business environment is dynamic, and what works today may not work tomorrow. Stay informed about industry trends and how they might affect your client. Regularly solicit feedback from the client and be willing to make changes to your approach if necessary. This flexibility demonstrates your commitment to the partnership and ensures that the services you provide remain relevant and valuable.

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7 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?

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Dafna Wolff

Director of Business Development @ Swapp
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Welcome Package: Send a personalized welcome package to the client, including a handwritten note expressing your excitement to work with them, relevant company information, and any promotional items or gifts that align with their interests or industry.

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Darrell Tan

Transformative CEO | Specialize in Oleochemicals & Derivatives | Business Startup, Turnaround & Scale-Up Strategist
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In my experience managing client accounts, I’ve found that using a quadrant method to categorize tasks by value and complexity is highly effective. This strategy allows me to prioritize efforts, focusing primarily on high-value, low-complexity tasks to maximize impact with minimal effort. I’ve noticed a common tendency to opt for quick, low-complexity, low-value tasks. To counter this, I emphasize the importance of addressing high-value, complex tasks that are crucial for significant growth. By setting specific goals and conducting regular strategic reviews, I ensure a balanced approach that aligns short-term achievements with long-term business objectives.

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What do you do if a client account is handed over to you?

1

2

3

4

5

6

7

1 Review History

2 Meet the Client

3 Set Goals

4 Communicate Regularly

5 Deliver Value

6 Adapt and Evolve

7 Here’s what else to consider

Business Development

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What do you do if a client account is handed over to you?

1

2

3

4

5

6

7

1 Review History

2 Meet the Client

3 Set Goals

4 Communicate Regularly

5 Deliver Value

6 Adapt and Evolve

7 Here’s what else to consider

Business Development

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