ABSTRACT
Account management exists because as much as 70 to 80 per cent of net revenue comes from 20 to 30 per cent of clients. In general to be successful at account management, the consultant/partner responsible is usually expected to understand the industry in which the client works as well as how the client's business operates. Account management is a systematic approach to managing how the consultancy sells, delivers and manages its relationships within its high-value clients. Although the typical account management process is quite extensive, the addition of the cultural dimension will help to focus the account team on how to sell and deliver to the client more effectively by turning them into a client's preferred working style. The post-account phase involves continuous dialogue with the client, the engagement team and the salespeople, which for consultancies is usually the engagement team.
