Account Management

Abstract

This chapter touches the unconventional area of Account Management in Projects. We begin by touching upon the conventional key account management framework. Thereafter, we describe an innovative account management framework used by Consulting Connoisseurs. In doing so, we first define the critical areas. We first define the Communication Philosophy and help the reader understand the Account Management Philosophy Grid. We then move on to the Partnering or Engaging Principles and describe the Framework on Account Management Partnering Principles in detail. The third critical dimension is that of Posturing and we also define and describe the Account Management Posturing Framework for the reader. Finally, we define the critical dimension of Content and describe the Account Management Interactions on the Content Framework. We conclude the chapter with a case study that evaluates the Communication Leverage in a Project Procurement Scenario.