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Briefing sheet for account team managers

1. What is RM3

RM3 is a business software product that is specially designed to support and enhance effective account management.

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It is directed to supporting modern account management where:

	Ensuring a consistent approach to the way customers are managed and developed is difficult to achieve
	Cross boundary account team working, such as functions or geography, is a real issue and expense
	Getting sales and account teams to take a consistent anticipative and proactive approach is often frustrated by day to day priorities
	Although the concepts and methods of account management are understood embedding it into the way things are done is difficult or elusive
RM3 helps overcome these issues through its unique structure and functionality and in doing so fully embeds account management into your organisation.

Examples of how RM3 is uniquely directed to account management are:

	The way it is structured to accounts rather than contacts. When you open an account in RM3 you enter a room dedicated to that customer and the account team that services it.
	Each account room contains expert tools and methods, based on best practice, to support the account team in developing the business with the customer to the full. Team account rooms also save time and money especially where remote working exists.
	An interface designed to work with your account people, allowing them to flex according to the account and available resources. A system that leads them to just the right level of involvement with their accounts.
	The auto monitor function that focuses people on turning actions into reality through auto emails, short messaging, and escalation
	Collaboration functions to support remote account team working. Making virtual account team working a reality; and also saving costs
	Controlled customer collaboration functions. Supporting the escalating trend in supplier/customer collaboration in planning and project management

2. A consistent account management approach

Ensuring consistency in the way accounts are managed across the organisation is a common reason for choosing RM3.

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How accounts are managed is important, and insuring they are managed in a professional and constant way is never easy. This is especially true when account management needs to cross country or company boundaries.

RM3 has the answer

With RM3 there is one location were actions taken with an important customer are considered, agreed and implemented. As a browser system, people involved with the account can enter their account room at any time and from any place.

Also RM3’s collaboration functions mean that teams can work together without travelling or physically meeting. They can meet in RM3 as often as they like and whenever they wish.

But the big value in achieving account management consistency is the ability to set defined ways to manage and plan the development of your must important customers. But do not think RM3 is simply a collection of templates and data fields- it is not.

Does more than just record data

We like to believe RM3 deals with information more than data. Rather than expect people to simply record actions and intentions, RM3 includes the specialist tools that help account teams develop and agree actions and plans.

RM3 does not leave it there. It monitors agreed plans, account developments, reminds people of tasks, chases and when necessary escalates concerns and successes to management.

No wonder the achievement and maintenance of account management consistency is often quoted as a benefit of RM3.

3. Get account plans implemented

Many companies recognise the need for account teams to develop account plans. Often the problem is not producing the plans but implementing them. RM3’s Auto Monitoring functions ensure account plans are implemented.

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A matter of good intention

The intention is always to implement account plans; it’s just the day to day that gets in the way. Mainly it is a matter of priorities. To a busy account management, daily demands seem to take precedence over the well consider account plan.

The result is a reacting account management operation; not entirely in control of its destiny. Certainly not the proactive, anticipative operation the regular account planning and review sessions were meant to achieve.

Keeping plans to the forefront

RM3 solves this problem by keeping the agreed tasks in the account plan continually in the mind of your account teams. It automatically monitors agreed actions, reminds people when they are due and if necessary escalates to management deviations from plans.

No wonder the achievement and maintenance of account management consistency is often quoted as a benefit of RM3.

Make planning just another daily task

The way planning is done also changes with RM3. Planning becomes a continuous process of review, plan and action. It is an approach that matches the ever changing and evolving world of business today. A very different world to the one were periodic planning was all that was needed.

Learn more about RM3’s:

	Auto Monitoring function
	Expert planning tools
	Collaborative working

4. Cross boundary team working

Cross boundary account management is great in theory, but very difficult in practice. This is especially true when crossing country boundaries and cultures are involved. RM3 easies cross boundary account working and does so in a way that greatly reduces costs.

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Central to the RM3 system is its collaborative functions. This allows people to work remotely as a team considering situations, creating plans, agreeing actions and reviewing outcomes. People involved in an account can work interdentally or as a team and as RM3 is browser based can do so at any time or in any place.

Travelling time is dramatically reduced along with travel costs. But the real benefit is that it reduces the resistance to cross boundary working.

Overcoming local management resistance

One problem with cross boundary working is that people are asked to work with customers that are not important to their local operation or function.

Collaboration capability of RM3 reduces the time spent working with a global or regional account team is dramatically reduced. As the impact on time is reduced local management are less likely to frustrate the process.

Using RM3 to contact remote virtual account team members regally, allowing them to become involved in the account planning process, means they feel more part of the team. They have a better understanding of what is required, more likely to conform to what is expected approach and motivated to take a proactive approach.

Only RM3 is able to overcome the problem with cross boundary working, because only RM3 was designed specifically for account management.

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Collaborative functionality

5. Embedding account management

Many companies find the implementation of account management difficult. The issue is that the introduction of account management is to bring about change, and change is always difficult to achieve. Xmonic and RM3 as the vehicle to embed account management in your organisation will significantly ease the resistance to change.

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Account management requires a different way of working. It requires different metrics, methods and thinking. Change in working practice is not just required by the account team, but management and people across the organisation.

RM3 the platform to change

RM3 is the platform to this change. It gives people the expert tools based on best practice and the means to be able to develop and enhance the value of key customers. Its collaboration function enables people to easily work as customer teams. It does this in ways that are not disruptive or time consuming.

With RM3 account managers have the ability to lead. To involve people, to share ideas, record agreements and most of all get things done. RM3 also helps them monitor progress and automatically report deviations.

Live coaching

But the Xmonic approach to embedding account management in your organisation is not just the installation of software. Xmonic’s Tele-performance Coaching means that the principles and practices of account management is continually reinforced and developed within your account team.

Xmonic will work with you until account management becomes just the way things are done in your team – in other words embedded.

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What is RM3?

Why RM3?

Features

»	Account planning

»	Virtual Team working

»	Account team support

»	Accessibility and integration

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