Overview
• Over time, KA managers product, value added benefits, operational often get comfortable with stable customer relationships, which easily lead to fading relationships and loss of business.
• Innovation mitigates this decline—in product, operational efficiency, and any other field where improvements can be found.
• The rupture doesn’t come suddenly, even if there are account managers who are surprised when the customer says goodbye. There are usually signs of this beforehand; spotting them gives time to correct the course.
Our Lazy Minds
Over time, we get lazy; our bodies and brains are designed to conserve energy, not spend it without purpose. Our mind strives for balance. We become more efficient at the ...
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