As account manager, you will be taking over a difficult customer with whom your company has been struggling to expand your business. This customer currently has the largest market share in your region and is expected to grow their strong position. However, your company’s previous account managers had not been able to build a good trust-based relationship with the customer’s key stakeholders and has even lost some business over the last few years.
Your company’s top management still strongly believes that you should be able to grow your business with the customer if you make the right approach. How do you approach this customer?
Select all the answers that apply.