Relationship Building Behaviours

Effective account development relies on the account manager having excellent relationship building skills.

A survey of companies found that the following are the most important relationship building skills they expect from supplier account managers:

  • Utilising Basic Selling Skills
  • Building Strategic Plans
  • Engaging in Self-Appraisal
  • Establishing a Vision
  • Consultative Problem Solving
  • Orchestrating Resources
  • Understanding Financial Impact
  • Aligning Strategic Objectives
  • Listening Beyond Product needs

You should assess yourself against these criteria and identify key development actions.