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Account Management
– the ‘what to do’ of the Account Manager role
>> Account Manager Role Development
>> IFA Fact Finding/Information Gathering
>> Account Analysis, Strategy Definition & Business Planning
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– how to maximise engagement time with IFAs
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– an attitude not a department
 

 
ACCOUNT MANAGEMENT

Account Analysis, Strategy Definition & Business Planning

Account Managers have access to a wealth of information, from formal fact find documentation through to industry systems such as Touchstone; not forgetting the knowledge they already have.  The key challenge for them is how to decipher and analyse this information to formulate focussed business plans which meet the businesses objectives and drive them to exceed new business targets.

Typical Issues

Ideal Situation

Lack of business planning or it is seen as a ‘tick box’ exercise

Business planning drives day to day activity

Short term approach

Managing accounts as own business

Account Managers reactive rather than proactive

Planned account & RI activity

Too great a focus on outputs i.e. target performance

Appreciation that input (i.e. the quality of what you do) dictates output

Account objectives not properly defined or implemented

Account Manager has a separate strategy for each account

Account Managers unable to interpret the information available to them

Account strategies based on analysis of a number of different indicators
 

Momenta b2b provide framework business planning tools and training that provide the following:

  • An easily understood structure which is relevant to the needs of Account Managers selling to IFAs
  • Simplicity of completion – available in electronic or hardcopy form, with example content and clearly written instructions for completion
  • A simple business planning framework within which the Account Manager and their line Manager have an aligned understanding of what actions are to take place
  • A business planning structure that compliments the performance management process
  • Template tools for analysing the potential of accounts/RI

We will work in consultation with you to tailor these tools and processes, to meet the exact requirements of your business.

         



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