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Sales Cookbook – Account Management: Nurture and Develop Clients
July 26, 2017
July 26, 2017
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The customer base of language service providers represents the most critical part of their business. Successful LSPs rely on superior deliverables, responsive customer service, and developing strong relationships with clients to retain and grow these accounts. This module of the CSA Research “Sales Cookbook” guides LSPs on how to grow and retain clients when your business developers fill the role of both business developer and account manager.
Who Should Read This
Executives, sales managers, account managers, marketing managers, production managers, and operations managers involved in overseeing the existing client base
Why Investing in Account Management Matters
Plan Your Growth through Managed Accounts
Decide on a Client Care Structure
Refine Your Messaging
Adapt Your Sales Approach
Takeaway: Manage Accounts to Retain and Grow Them
Sample Questions We Address
How do you balance “hunting” vs. “farming”?
How can you estimate the upcoming revenue from existing accounts?
What’s the best profile for account managers?
When should you transition new accounts away from sales?
How do you refine your messaging once you’re into an account?
How do you expedite the client-LSP journey to create evangelists?
Other Titles in This Series
This file is part of a 12-piece series.
Intro: The Recipe to Achieve Repeatable Sales Success
Planning: Plot Your Destination
Differentiation: Prepare to Stand Out
Goals: Quantify Your Objectives
Markets: Target the Right Segments
Pipeline: Generate Leads
Communication: Engage Prospects
Playbook: Prepare Your Moves
Tools: Power Your Effort
Staffing: Design the Job
Management: Oversee the Implementation
Account Management: Nurture and Develop Clients
LSP Differentiator: The Localization Maturity Model
An LSP’s Guide to Account Management
How to Assess the Revenue Opportunity of Clients
How to Maximize the Value of the Client-LSP Relationship
Effective Market Segmentation
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