Jenny Plant on Just Ask Jody Live

Your account managers are interacting with your clients every day. They're in the ideal position to listen for and react to client needs the moment they arise. So why do so many of them stay quiet instead of pointing you toward the next opportunity? Jenny Plant, founder of the UK-based consultancy Account Management Skills, knows why and on this Just Ask Jody Live, she shares how she helps account teams build the confidence to have commercial conversations without it feeling icky or putting the client relationship at risk. Jenny joins Jody to talk about where account management and business development meet at small agencies. Here's what we cover: -- Why a sales sensibility belongs in every account manager's toolkit, and how it makes them your earliest read on new opportunity -- The real reason so many account managers hesitate to speak up, even when they can see the opening -- How organic growth initiated by account teams fits into a small agency's New Business Operating System