Profit-driven companies obsess over growing their accounts. Successful companies obsess over growing their clients.
When your clients are growing, you get the chance to grow with them.
It’s natural, organic growth.
You don’t need to persuade, cajole or entice them.
By helping them overcome their challenges, your clients expand into new territory.
They’ll encounter new challenges, ones you can help them overcome.
Big business has a love affair with ‘account management’.
Some years ago, Sales Executives and the like became Account Managers.
In most cases, the name changed but the function remained the same.
Account Managers are typically tasked with monthly or quarterly targets.
These are sales targets.
They feed into the overall monthly and quarterly objectives of a business.
Short-term-ism at its best.
Grow now, pay later
This approach to account management comes at a cost.
There can be unintended consequences.
Pushing hard for profit today can leave you out of pocket next year.
This can be seen time over in some of the world’s biggest companies.
Profit is prioritised over relationships and integrity.
To improve a situation in your personal life the best place to expend your energy is on yourself.
By focusing on yourself you stay out of other people’s business and control the controllable.
In business, when we are working with a client it serves to keep the focus on their business.
We are there to serve the client and by making that our priority we are controlling the controllable.
If we stay committed to doing it well, our growth will be inevitable.