Busy… But On the Right Things?

I had a really good conversation with a group I was training last month. One of the learners said they didn’t really have time for account management as their focus was on looking for new business.

It made me stop and think, because the team they work in are incredibly busy chasing new enquiries, new leads, new opportunities… always looking for the next win.

Meanwhile, as an established venue, there’s a whole bank of existing clients sitting there. People who already know them, trust them, and have bought from them before — but aren’t being spoken to, developed, or even asked what else they’ve got coming up.

We talked about the idea that it’s not really about them needing more time, it’s about where their time is being spent. And that account management isn’t an 'extra' it’s often where the next opportunity is, if you go looking for it.

You could feel a bit of a shift in the room after that — not more to do, just a different way of looking at what’s already there. I am catching up with the group again next week and look forward to hearing about what has changed.

Lets learn and grow together.

Jo