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The Latest in Account Management Excellence
Your go-to destination for expert tips, actionable insights, and cutting-edge tools designed to help account managers excel, build stronger client relationships, and drive success in every project.
What Is the Account Management Tax?
The Account Management Tax is the asymmetry between silence when Post-Sale goes well and alarm when it goes badly. What causes it and how to remove it.
The Growth Review — Complete Guide
A Growth Review is the senior, customer-focused meeting that replaces the old-school QBR. What it is, the four differences, and how to run one.
Account Planning — Complete Guide
What an account plan is, the four questions it answers, the 3x3 relationship matrix, and how to install planning for the top 20% of accounts.
Account Management vs Customer Success: What's the Difference?
How Account Management and Customer Success differ, where they overlap, and why both belong inside one Growth Department with one revenue owner.
NRR vs GRR: What's the Difference?
Net Revenue Retention includes expansion revenue; Gross Revenue Retention does not. What each metric tells you, how to calculate both, and which to lead with.
Renewals — Complete Guide
How to run B2B renewals: when the renewal starts, how to forecast it, how to price it without discounting, and how to catch an at-risk renewal months early.
Quarterly Business Reviews — Complete Guide
What a Quarterly Business Review is, how to prepare and run one, who should attend, and how to read what it tells you about the renewal and the relationship.
The Growth Department Method
A practitioner's guide for Customer Success and Account Management leaders who own revenue but were never given a system to run on.
The Growth Department Book — Complete Guide
The complete guide to The Growth Department by Alex Raymond. The Post-Sale operating system, the Method, the Mindset, and the named practices, in one place.
