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Interview Questions For Managers - Most SMBs rely heavily on vendor services to help grow their business. With every vendor relationship, you have an Account Manager that comes with that agreement.
So, a question that I’m often asked is: how do you know if an Account Manager is worth their salt? And, more importantly, is that Account Manager providing the best value out of the program you are spending those valued dollars on?
4 Questions To Ask In Determining An Effective Account Manager
To me, the most essential characteristic of an affective account management is proactivity (vs. reactivity). Here are some key questions that can help you to determining if you have a proactive account manager that will add even more value to your small business:
1. Do they add value with every conversation that you have?
If you find that you are having repetitive conversations with a lack of meaning & depth and only get to something of value when you ask a question, you might have a reactive account manager. Make sure that they are bringing you fresh new ideas that matter to your business.
Their mentality and approach should be one of inclusion in your business, a desire to help you get the most out of the relationship. All too often account managers take a “box-checking” approach that depletes the value altogether.
2. Are they analyzing your program and giving you insight that you could not gain on your own?
Is it effective? Does it add value to your overall strategy? Do they know what your company goals are? If not, are they trying to find out? You deserve an Account Manager that is as interested in your businesses growth, and sets personal goals that make that happen.
3. Are your conversations saving you time, and bringing expertise that would cost you more to replace than the cost of their program?
Your vendors and associated account managers should ultimately prove to be a more affordable employee that brings professionalism, and game changing ideas to your table.
4. Are your Account Managers building a relationship with you?
Do you dread the idea of their call? Do you even remember their name? These are questions you should be asking yourself regarding your account manager.
Your account manager should always have an intimate knowledge of your business and industry – so much so that you actually look forward to the phone calls for their engaging and educational direction.
Most of companies have a mix of great and not so great account managers, don’t let one bad experience write you off of a good program.
Be honest about what type of service you are getting. If you feel that you are not receiving the level of service you want, be candid and request a change.
This is common place, and though might feel uncomfortable, you most likely will end up with a new Account Manager that works better for you and your business.