Te estás encontrando con cambios inesperados en el mercado. ¿Cómo deberías ajustar tu plan de cuenta?

"Ninety percent of selling is conviction, and 10 per cent is persuasion." Rightly put by Shiv Khera. Conviction is what drives us as Account Managers. Sometimes it takes courage to admit its no longer there. Its important to trust data but more important to believe in your instinct. We need to accept reality and move to creating a new plan. The sooner we plan for the shift the less desperate we need to be.

When facing unexpected market shifts, start by reassessing your account plan with a clear focus on client impact. Revisit your KPIs to gauge changes in client behavior, needs, or preferences. If necessary, conduct fresh market research to gain updated insights. This approach ensures that any adjustments to your strategy are data-driven and responsive to real shifts, allowing you to fine-tune your account plan to better align with the new market landscape. Adaptability, rooted in data, is key to maintaining strong client relationships in turbulent times

I've always found that being upfront with market information when discussing opportunities always helps my clients understand how it can affect their business with you and with any competitors as well.

I would first reassess my current account plan by conducting a comprehensive review of market data and customer needs. In order: Re-evaluate Priorities, Realign Offerings, Proactive Communication, Adapt Forecasts and Goals, Collaboration and Agility. By staying proactive and maintaining flexibility, I can ensure my account plan remains effective even in the face of market volatility.

Caros O mundo é dinâmico e nem sempre as leis, incluindo correm a mesma velocidade. E trazendo isso aos Planos de Contas, nem sempre as rubricas dos Planos prevêem os acontecimentos presentes, dada a dinâmica da actualidade. A título de Exemplo, o actual Plano de Contabilidade Angolano, concebido em 2002, não prevê o conceitos de Activos Biológicos. E bem como a grande maioria das IFRS/IAS. Muita das vezes estás omissões são influênciadas pelo cenário político-economico, que no caso de Angola foi aprovado no período pós-guerra. Para fazer sempre a omissão de muitas rubricas nos Planos de Contas, sugiro apegar-se nos conceitos e definições das Massas Patrimoniais afim de adaptar o plano face às necessidades.

When market shifts occur, reassessing your goals is essential. The original objectives may no longer align with the new environment. Revisit your goals, considering how the changes impact your strategy, and adjust them to reflect current realities. This could mean redefining targets or extending deadlines. Ensure your revised goals remain SMART: Specific, Measurable, Attainable, Relevant, and Timely. By staying flexible and realistic, you can keep your account plan effective and aligned with the evolving market conditions. This adaptability is key to sustaining success.

Marktsituation ändern sich schneller als ein Meteorologe seine Prognose. Statt nur starr an alten Zielen festzuhalten, stellen Sie Ihre Zielpalette auf ein flexibles "Adaptive Strategie"-Modell um. Beispiel: Wenn sich der Markt weg von Luxusgütern hin zu Nachhaltigkeit verschiebt, setzen Sie neue Ziele für umweltfreundliche Produkte.

Revisiting goals involves reassessing your business objectives in light of changing circumstances, such as market shifts or new challenges. This process may require adjusting short-term targets, redefining priorities, and setting more realistic expectations that align with the current environment. Revisit both financial and operational goals to ensure they remain achievable and relevant. Regularly reviewing and updating goals helps maintain focus and adaptability while positioning the business to respond effectively to new opportunities or obstacles.

In the face of market shifts, direct communication with your clients becomes crucial. Engage them in discussions to gauge their concerns and expectations within the new landscape. This dialogue not only offers insights into how you can adapt your services but also reinforces your partnership. Clients value transparency and being kept informed, which helps build trust during uncertain times. By involving them in the adjustment process, you demonstrate a commitment to meeting their evolving needs, ensuring your strategies remain aligned with their goals

When facing unexpected market shifts, it's essential to adjust your account plan with a focus on enhanced client engagement. Begin by proactively reaching out to clients to understand how these market changes are impacting their business and priorities. This open communication allows you to gather valuable insights and demonstrate your commitment to their success. Use this information to tailor your strategies, offering solutions that address their evolving needs. Adjust your value proposition, and explore new opportunities to support clients in navigating the shifting landscape. By maintaining close contact and being responsive to their concerns, you can strengthen your relationship and position yourself as a trusted partner.

Lassen Sie Ihre Kunden nicht im Regen stehen – im wahrsten Sinne! Bieten Sie maßgeschneiderte Beratungen an, die den neuen Marktbedingungen gerecht werden. Beispiel: Während des COVID-19-Lockdowns führte unser Team virtuelle Workshops ein, um Kunden durch digitale Transformationen zu begleiten.

Engaging clients involves proactively communicating with them to understand their evolving needs and concerns. This includes reaching out through personalized interactions, offering solutions tailored to their current challenges, and providing regular updates on how you are adapting to market changes. Actively seeking client feedback and maintaining strong relationships help build trust and loyalty. Engaging clients ensures that you stay aligned with their expectations and can quickly address any issues or opportunities that arise from market shifts.

Out-of-the-Box Idea: Host a "Crisis Navigation Workshop" Example: Suppose there’s a significant political change that affects import regulations, making it difficult for companies to bring in goods from abroad. Instead of just calling your clients to discuss the issue, invite them to a virtual workshop. During this session, bring in experts to talk about alternative strategies like sourcing locally, adjusting supply chains, or even exploring new markets. This not only positions you as a proactive partner but also creates a collaborative environment where your clients can share insights and solutions with each other, strengthening their relationship with you and with each other.

When encountering unexpected market shifts, it's essential to adapt your account plan by reevaluating and adjusting your strategies to align with the new market conditions. Start by conducting a thorough analysis of the shifts, identifying how they impact your customers, and reassessing their needs and priorities. This may involve revising your value propositions, exploring alternative revenue streams, or focusing on different customer segments. It's crucial to remain agile and responsive, ensuring that your account plan is flexible enough to accommodate these changes. Additionally, maintain open communication with your clients to understand their evolving challenges and collaborate on solutions that address their current needs.

Flexibilität ist König! Wenn Ihr Markt plötzlich einen Schwenk macht, ist es Zeit für eine agile Strategie. Beispiel: Eine plötzliche Nachfrage nach Homeoffice-Lösungen? Schnell reagieren, indem Sie neue Pakete für Remote-Arbeit anbieten und bestehende Angebote anpassen.

Adapting strategies involves modifying your approach to align with new market conditions and client needs. This includes reassessing your value proposition, updating marketing tactics, and reallocating resources to focus on high-impact areas. Evaluate and adjust product or service offerings to meet current demands, and consider new partnerships or business models if necessary. Continuous monitoring and flexibility are key to ensuring that your strategies remain effective and responsive to ongoing market changes.

Seien Sie der Marktforscher in Ihrer eigenen Mission Control. Nutzen Sie Dashboard-Tools, um Fortschritte in Echtzeit zu überwachen. Beispiel: Ein detailliertes Dashboard half uns, schnell zu erkennen, dass die Nachfrage nach virtuellen Veranstaltungen exponentiell wuchs, und ermöglichte eine sofortige Anpassung der Verkaufsstrategie.

Monitoring progress involves regularly tracking the performance of your adjusted strategies against set objectives. This includes analyzing key performance indicators (KPIs), reviewing financial metrics, and assessing client feedback to gauge effectiveness. Regular check-ins and reports help identify any deviations from goals, allowing for timely adjustments and ensuring that the strategy remains on track. Continuous monitoring provides insights into what’s working and what needs improvement, facilitating data-driven decision-making and ensuring successful adaptation to market changes.

Learn from the experience and improve for the future. After the dust settles, take time to look back at how you and your clients handled the changes. For instance, if you had to help a client navigate through a new law that disrupted their business, document what worked well and what didn’t. Maybe you found that regular communication was key in keeping the client calm and focused. Use these insights to prepare for future challenges, so the next time something unexpected happens, you’ll be even more ready to handle it.

Marktforschung ist wie ein Fitnessstudio für Ihre Strategien – kontinuierliches Training führt zu Spitzenleistungen. Beispiel: Nach der Marktverlagerung auf digitale Medien verbesserten wir unser Angebot durch kontinuierliches Feedback und Tests, um unsere Anpassungsfähigkeit zu perfektionieren.

Leveraging learning involves using insights gained from market shifts, client interactions, and strategy adjustments to drive continuous improvement. This includes analyzing outcomes from recent initiatives, identifying best practices, and applying lessons learned to refine processes and strategies. Sharing knowledge within the team and incorporating feedback into future plans helps enhance overall effectiveness and agility. By turning experiences into actionable insights, you can better navigate future changes and strengthen your competitive position.