That is the goal of the account managers in our company – to penetrate the accounts assigned to them deep and wide =}
Deep – If the department is buying from us already or if we are selling them particular service lines/products, the job of the account manager is to make sure the clients buy more.
Wide – If other departments or not buying from us or if there are particular service lines/products have not been sold yet, the job of the account manager is to promote to develop new business with the client.
Hence, one of the KPIs that my account managers used to have was that every week, they have to come back with x number of new name cards from the clients. Their job was to visit different departments to continuously promote our service lines to hiring managers.
We also have a chart to mark which department bought what.
It’s also a good exercise to brick-wall the client and keep competitors out.
Bimbo
