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Relationship Manager 90 Day Plan

30, 60, 90 day Plan
by

Monica Nemeth

on 27 August 2013

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Transcript of Relationship Manager 90 Day Plan

Monica Nemeth
Relationship Manager
90
Day Plan
Knowledge
Meet with all areas of the business to understand roles and the relationship to my position

Learn about the products and services, identify and close gaps -
Subject Matter Expert

Profile the Customers portfolio - current value, identify needs future/current

Contact all customers by email to introduce myself and provide contact details

Identify top opportunities for sales within portfolio

Understand Tools and Methods that are available; Targets, KPI's and IT Systems

Review Sales Strategy

30

days.
Framework
People
Process
Performance
60

days.
Deliver
People
Process
Performance
90

days.
Create a strategy for building long term customer relationships to be their
Trusted Advisor

Develop a Prospecting Strategy and discuss with Sales Manager

Profile the customers in Portfolio - Review, priorities and analyze their status

Establish an effective agenda and schedule for customer meetings
and commence and complete meetings

Review Targets and KPI performance and past 60 days

Refine sales tools; presentation, competitor comparison charts

A Solid Framework of consistent Quality and high Standards
Understanding the Support Networks and Teams
Develop additional pipeline activities; Implement
Prospecting Strategy

Building and strengthening customer relationships

Design and schedule product presentation/demonstration programs

Create a strategy for defending against competitor

Build network of influential bodies within industry & portfolio

Establish ongoing training timetable to close any remaining skill gap

Create a value proposition
Develop and Deliver New Revenue and
Opportunities for Growth
Knowledge
Framework
Deliver
People
Process
Performance
30

days.
60

days.
90

days.
Develop a base of
Knowledge,

so I can set up a Solid
Framework

for a best in class Relationship Manager to
Deliver

Exceptional Results
To be one of the world’s great companies, helping our customers, communities and people to prosper and grow.
Subject Matter Expert
I will become a body of knowledge and expertise in my field; I will dedicate serious effort into learning and understanding all there is to know.

Establish myself by looking for opportunities to speak or present at conferences and public speaking.

High visibility will help establish my credibility and trust while reaching out to new leads.
Understand Targets, KPI's and IT Systems
Trusted Advisor
More than just selling - supporting the
customers long after the sale.

Positioning myself as a provider of effective
solutions not just products and services.

I am genuinely interested in the customer and their business - I am in it for a long term relationship not short term gain.

I work hard to understand the customers uderlying interests not just surface “wants”.

I am a valued resource to the customer which
develops into a trusted adviser
and in turn referrals.
Prospecting
Strategy
I use a variety of methods to prospect for new business:

Cold calling
Networking
Writing articles
Conferences
Referrals

I treat all prospecting as relationship building as it makes interacting comfortable and builds firm foundations for when selling
enters the picture

Prospecting Strategy
Powerful Introductions
18 seconds to capture their attention and less than 2 minutes to convince them why they should continue a conversation or schedule a meeting


Use all types of media
Today's business offers many more ways to communicate which makes it easier to connect with more prospects in more mediums than ever before

Full transcript