Often clients just don’t know how to make themselves look good. I’ve seen it time and time again—clear instances in which the main contact person or handler at a client organization isn’t smart at all about how they manage their partners or suppliers. They often pick apart their partner after a small mistake, forgetting that they too are judged on how well the relationship performs. Smart handlers don’t allow that to happen—they work to ward off any negativity, as they recognize that it’s a direct reflection on them.
If as an account manager you find yourself in a position in which your handler at the client organization does not appear to be protective and caring, find a quiet way to let them know how important ...
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