Onion Based-Relationships

By John H Brown

The Account Management Playbook. Discover the steps to building, retaining, and expanding relationships. This book outlines key strategies for building, retaining, and expanding customer relationships. It emphasizes understanding your customers, effective communication, setting clear expectations, and proactive problem-solving. Regular reviews,

• Language: English
• Publisher: The Native Publishers
• Release date: Oct 10, 2023
• ISBN: 9798868932557

Book preview

All Rights Reserved

Copyright © 2023 by John H. Brown

No part of this book may be reproduced or transmitted, downloaded, distributed, reverse engineered, or stored in or introduced into any information storage and retrieval system, in any form or by any means, including photocopying and recording, whether electronic or mechanical, now known or hereinafter invented without permission in writing from the author.

Author: John H. Brown

Brown Developments, Inc.

Visit our website at www.browndevelopments.com

Table of Contents

Glossary of Abbreviations and Acronyms

Introduction

Chapter 1: Passing the Baton

Chapter 2: Building Relationships

Chapter 3: Expanding Relationships

Chapter 4: Retaining Relationships

Conclusion: Stay the Course

Resources & Tools

Glossary of Abbreviations and Acronyms

Introduction

I will start out by thanking you for picking up a copy of Onion Based-Relationships. I have learned throughout my 50-plus years of life the value of gratitude, and the power of thank you. My desire is always to share experiences that have positively impacted my life and others. I am blessed to be surrounded by good people who I allow to help guide my thought process. This level of association, my drive, belief in self, and the Universe have enabled me to appreciate life at a high level. If you can utilize some of my personal experiences to achieve your goals, then I have fulfilled my purpose. So here I am with another building block to the Onion Based concept. Onion Based-Relationships provide a simple process that can be duplicated when applicable. I call it a building block because I am picking up where Onion Based-Selling left off.

The PEEL Method, introduced in Onion Based-Selling, applies here and any time I/you are dealing with people. There are always People with a certain level of Energy and Emotion depending on what they are dealing with. The same people have a need or desire to Lead or be led through challenges and blind spots to achieve whatever they deem is a success. You do not have to, but it will help if you read Onion Based-Selling first.

The first book, Onion Based-Selling, has a Net-New Logo Hunter focus. It walks you through the initial phase of meeting a prospect, building rapport, earning trust, and winning their business. Onion Based-Relationships, is the second book in the series that focuses on account management. I share the process when those customers are transitioned from the Initial Sales team (IST) to the Account Management team (AMT). I will break down how to continue building upon those relationships and what needs to be done to expand and retain them. It is less expensive to keep a customer than to find a new one. Keeping a customer is about consistently communicating with them, checking the boxes to their needs, and delivering value. There has always been the need to do so, but it is even more important when economic conditions become uncertain, budgets tighten and dry up. If you do not have a way of measuring value, showing how to drive growth, and creating a significant impact, you have a strong chance of losing what you have worked so hard for. You must prove it or lose it.    

As we all know, life does not provide a victory at every opportunity. There will be losses. Most of them can be traced back to poor communication and execution. Although frustrating, the better we become at learning the lessons,