Account Management Services Sahiwal

Account management is a post-sales role that focuses on nurturing client relationships. Account managers have two primary objectives: retain clients’ business and grow those opportunities. They accomplish these objectives by learning what their clients’ goals are and helping their clients achieve them.

Unlike a traditional sales role, which is short-term and focuses on landing the client, the account manager acts as a long-term liaison and, hopefully, a trusted consultant for the client.

In other words, sales is transactional and account management is relational.  

By understanding their clients’ needs, the account manager can help answer their questions, solve their problems (ideally with customized product or service solutions), and develop a long-term strategic partnership with the client that extends beyond the original sale.

Among other tasks, the account manager is responsible for:

• Growing the original business partnership through upsells and cross-sells
• Managing relationships between the client and sales and customer support, and
• Retaining their long-term business through contract renewals by ensuring client satisfaction

In short, account management’s job is to delight the customer.  

The importance of account management

Today, long-term business success depends on creating positive customer experiences and increasing customer retention because repeat customers are more profitable than new clients.

Long-term clients tend to buy more from the company over time and refer other clients to your business, reducing operating costs (such as prospecting and lead nurturing). In fact, in the financial sector alone, a 5% increase in customer retention results in a 25% increase in profits. And that trend occurs across industries.  

For companies looking to improve client retention, building a robust account management team is crucial.

Once the sales team wins a client, account managers are the main point of contact for your clients. They are essential to resolving conflicts with the client, smoothing communications with sales and customer support, and understanding the client’s goals and pain points in order to best meet their needs.

Account managers are the client’s champion within the organization and one of the biggest influences on a client’s experience with your business.

When 89% of customers begin business with a competitor following a poor customer experience, effective account management is vital.