The strategy to enhance account management as a CEO in an executive search consultancy focuses on three main areas: establishing strong client relationships, optimizing internal processes, and expanding market intelligence. Building strong client relationships involves personalizing communication, setting up feedback loops, and hosting appreciation events. Assigning dedicated account managers ensures that each client receives focused attention, as seen in practices like creating client advisory boards.
Optimizing internal processes involves conducting workflow analyses to streamline operations and implementing project management tools. Training staff on technology usage and maintaining clear documentation of client interactions are vital. Automating tasks and encouraging cross-department collaboration further enhance efficiency.
Expanding market intelligence requires staying updated on industry trends and competitor activities. Creating market insights reports for clients and engaging in thought leadership by sharing these insights cements a consultant’s status as a knowledgeable partner. Attending conferences and having a market intelligence team ensures a deep understanding of the evolving market landscape.
The strategies
⛳️ Strategy 1: Establish strong client relationships
- Schedule regular meetings with key clients to understand their needs
- Develop a personalised communication plan for each major client
- Create a feedback loop to gather client insights and adjust strategies
- Implement a customer relationship management (CRM) system
- Assign dedicated account managers for each major client
- Host client appreciation events to strengthen relationships
- Encourage regular check-ins from the account management team
- Develop case studies from successful engagements to build trust
- Train team members on exceptional customer service practices
- Set up a client advisory board for advanced collaboration
⛳️ Strategy 2: Optimise internal processes
- Conduct a workflow analysis to identify bottlenecks
- Standardise the client onboarding process
- Implement project management tools for better coordination
- Train staff on efficient use of technology
- Establish key performance indicators (KPIs) for account management
- Regularly review and improve operational procedures
- Encourage cross-department collaboration to enhance service delivery
- Automate routine tasks to boost productivity
- Ensure clear documentation of every client interaction
- Develop a contingency plan for managing unexpected client requests
⛳️ Strategy 3: Expand market intelligence
- Regularly research industry trends and competitor activities
- Subscribe to industry publications and reports
- Attend industry conferences and networking events
- Set up a market intelligence team to gather insights
- Use data analytics tools to interpret market data
- Develop client-specific market insights reports
- Engage in thought leadership by sharing insights with clients
- Create a knowledge-sharing platform within the company
- Partner with industry analysts for a deeper understanding
- Regularly update clients on relevant market changes
Bringing accountability to your strategy
It's one thing to have a plan, it's another to stick to it. We hope that the examples above will help you get started with your own strategy, but we also know that it's easy to get lost in the day-to-day effort.
That's why we built Tability: to help you track your progress, keep your team aligned, and make sure you're always moving in the right direction.
Give it a try and see how it can help you bring accountability to your strategy.
