Account people should know their clients like the back of their hand. It makes their communications plan a whole lot tighter.

• Do field trips. Meet your client’s customers, travel with the salespeople.
• Live a little in the client’s work space. Walk the corridors, eat at their haunts, see how they work.
• Spend quality time with them. Get to know them outside of their workspace. How about a meal?
• Know the trade. Reap more knowledge about their industry, check their webbies, Google them up once a month. Keep and eye on the enemy. Quarterly, provide a report on the competition.
• Use their products. It’s good manners and you get the experience.

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