CLIENT DEVELOPMENT ROLES


The first model in the field of Business Development and Acquisition refers to the (professional) leader’s client development role.
This model is especially created for account managers.
Not every situation is the same when developing the relationship with ‘an account’.
 

In a new relationship, customer intimacy is still low and growing the relationship is one of the objectives for the account manager. In ‘sales’ terminology we speak of ‘hunters’ (for new clients) and ‘farmers’ (those who have an enduring relationship with the client organisation).
But to be able to score a contract some other skills are needed as well and, important enough, one must know more detailed about the specific need that calls for a proposal. And after a contract has been granted, the delivery phase will ask for a new set of skills.