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Podcast: 2Bobs—with David C. Baker and Blair Enns
Episode: Understanding Account People
Description: David keeps encountering clients who don't appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes. 2Bobs episode 44: "The Best Ways to Disrespect Account People" WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES: Pull necessary data from the client, even when it's tough to get their cooperation. Sell recommendations back to them that are in their best interest. Lead the client. (Interesting fact: "strategy" is latin for "general" in army who leads.) Protect margins. Grow the account. Send the client to...