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Account Management (a tactical guide to success)

Account Management (a tactical guide to success)

By: Fred Fuller and John Brown
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About this listen

 New to the role of Account (or Client) Management? Want to learn specific tactics to help you be a better client manager? You’ve come to the right place. Account Management (a tactical guide to success) is the podcast for what happens after the sale. We offer sound advice for Account Management professionals who want to sharpen their skills and grow in the role. We focus on real-world advice and tactics for success.Fred Fuller and John Brown Economics Management Management & Leadership
Episodes
  • Using Improvisation skills in your Account Management role

    Using Improvisation skills in your Account Management role
    Mar 3 2026

    In this episode, we host special guest Tim Stoltenberg, the Creative Director of Dad’s Garage (www.dadsgarage.com) - the legendary Atlanta-based improvisation team. From Tim we learn about:

    • How improv skills are not about being funny, but about listening
    • Using improv to solve problems together
    • Listening to understand, instead of to respond
    • Using “yes and..”
    • Avoiding bulldozing
    • Using silence


    And a deep discussion of the meaning of the word portmanteau.


    Be sure to check out Dad’s Garage!
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    55 mins
  • How to Differentiate Yourself Offline in an Online World

    How to Differentiate Yourself Offline in an Online World
    Feb 1 2026

    In this episode, Fred and John discuss:

    -Realities of the client executives you manage

    And tactics to help:

    -Be present

    -Use the phone

    -Answer the question

    -Send an ‘industry update

    -Storm the castle

    -Send thank you notes

    -Send a holiday gift or holiday card

    And Pimento cheese
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    41 mins
  • Negotiations Part 2

    Negotiations Part 2
    Dec 10 2025

    In this episode, Fred and John discuss:

    • Negotiations Process: anchoring, leveraging interests, etc.
    • Common negotiation mistakes
    • Ethics in negotiations
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    1 hr and 5 mins
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