Account Management Secrets Build Influence to Drive Renewals and Growth in Your Accounts | EP41
Jun 13, 2025
Brad Englert, a former Accenture partner and CIO at the University of Texas, shares his insights on the critical skill of influence in account management. He highlights how building trust with executives is essential, especially for those early in their careers. Brad discusses making impactful Quarterly Business Reviews and emphasizes the importance of genuine client relationships over transactional ones. Listeners learn strategies for navigating power dynamics, engaging skeptics, and turning detractors into advocates, fostering deeper connections for successful renewals.
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Three Key Relationship Principles
- Apply three principles in all relationships: understand goals, set expectations, and genuinely care.
- Regular in-person or virtual meetings show you care and build trust.
Strategic Cadence for Relationship Building
- Adjust engagement cadence by relationship closeness, meeting frequently with internal teams and monthly with executives.
- Proactive regular contact prevents problems and gains executive support when urgent needs arise.
Building Trust Remotely
- Build trust remotely using consistent weekly calls and twice yearly in-person meetings.
- Visiting client sites personally strengthens connections and shows genuine care.
