Account Management Secrets

Episode 41: Spheres of Influence: Building the Relationships That Drive Renewals and Growth

Jun 13, 2025
Brad Englert, a former Accenture partner and CIO at the University of Texas, shares his insights on the critical skill of influence in account management. He highlights how building trust with executives is essential, especially for those early in their careers. Brad discusses making impactful Quarterly Business Reviews and emphasizes the importance of genuine client relationships over transactional ones. Listeners learn strategies for navigating power dynamics, engaging skeptics, and turning detractors into advocates, fostering deeper connections for successful renewals.
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INSIGHT

Relationship vs Transaction Focus

  • Many account managers fail because they treat clients as transactions rather than relationships.
  • Building personal knowledge of clients boosts retention and makes the work more rewarding.
ANECDOTE

Most Hated Vendor Experience

  • Brad had a 'most hated vendor' who neglected service and overcharged.
  • He replaced them with a strategic partner who proactively checked in and tailored the product.
ADVICE

Prioritize Strategic Client Meetings

  • Prioritize time for strategic clients and form quarterly meetings with all key stakeholders.
  • This fosters trust and drives most of your repeat sales.
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