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

In this episode, Fred and John discuss:

• Negotiations Process: anchoring, leveraging interests, etc.
• Common negotiation mistakes
• Ethics in negotiations

In this episode, Fred and John review the initial stages of negotiation:1) Knowing the types of negotiations2) Preparation - ZOPA, BATNA, goal-setting3) Books we recommend

In this episode, Fred and John discuss using DISC as an Account Manager:

• Review of what DISC means and how to use as an Account Manager
• Fred and John's DISC profiles
• We attempt to guess famous people's profiles

Also a discussion of Pop-Tarts

In this episode, Fred and John discuss:

• Misconceptions on how to work with internal teams
• What to do instead

In this episode, Fred and John discuss:

• Mindset of Accounting and Finance (vs. Account Managers)
• Finance's primary concerns
• How to interpret the output of Finance and Accounting as an Account Manager

In this episode, Fred and John discuss the best ways to be successful applying for a role as an Account Manager including:

• Getting your foot in the door
• Resume
• Interviewing
• First three months

In this episode, Fred and John do a wrap-up of topics from the book. Including:

1. Be more than a pass through
2. Be a student of the game
3. Be a person of character
4. Resources available for further study