Large corporations, ad agencies and professional service firms have used key account and client teams for years to increase revenue and opportunities. However, a true client team is making sure that those new opportunities and sources of revenue are for the CLIENT.
Client teams are different than service delivery groups. You may have a number of people working together on an account to deliver services or products to them, but that doesn’t make them a team. A team is a collection of performers with disparate skills yet a common purpose that is reinforced through a culture of mutual accountability. When properly created, staffed and managed, the true beneficiary is the client.
Keep in mind three key items when thinking about your client teams:
- Just because a client is big means they should have a client team assigned to them.
- Not all people get to participate just because they want to be part of the team.
- Great teams do not needs games, carrots or sticks. They are mutually accountable and run themselves.
Take 15 minutes to listen to this edition of the HighPer 15 webcast. Afterwards, if you think the way you are creating, managing and using teams isn’t simultaneously making your individuals AND your clients better at what they do, drop us a line.