How to Take Over Business Accounts

Taking over a business account is hard work.

Taking over a business account is accomplished in several ways. An account representative takes over an internal account when the assignment is transferred because of poor performance by the previous representative, the account representative left the company, or because accounts are being moved around as part of a new strategy. Taking over business accounts in these situations is not hard. However, taking over business accounts held by another company is much more difficult.

Instructions

1. Take over outside business accounts by beating competitors on pricing and service. Find prospects through networking and cold-calling. Adopt the attitude that any qualified customer who isn't your customer should be. Generate leads through direct-mail marketing along with radio, television and Internet advertising if applicable. Make appearances at trade events, business receptions and other networking events. Use the lead-generation efforts to target accounts for takeover based on your ability to provide better value than competitors on pricing, service or quality.

2. Schedule meetings with prospects to learn about their needs while gauging the level of satisfaction with the current supplier. Take careful notes as you learn more about what the customer is buying and how well the product or service is performing. At the end of the discussion ask the potential customer for the opportunity to submit a written proposal for taking over the account. Also ask for details of the customer's arrangement with his current vendor.

3. Send a written proposal to the customer within three business days outlining your best offer for taking over the account. Refer to your notes on pricing, customer service, quality and other points important to the customer. Win the business by making an offer clearly superior to the competition. Follow up as necessary to win the business. Sign the customer to a contract or service agreement to make the relationship official.

4. Take over internal business accounts by gathering all files and information on the account. The information should include sales pipeline reports, accounts receivables statements and product delivery notices. Schedule a meeting with the customer to discuss the change in account representatives. Attend the meeting with the outgoing account representative, if possible, or a sales manager or other senior manager.

5. Emphasize a continued or renewed commitment to superior customer service during the meeting with the customer. Ask the customer his thoughts on current levels of pricing, product or service availability, responsiveness and more. Review your notes to make a list of five things to do in the next 30 to 90 days to increase the level of service to the customer, including possibly adjusting pricing to make it more competitive.

6. Schedule followup meetings with the customer as necessary to ensure a smooth transition as you take over the account and deliver on the new initiatives you planned for the next 30 to 60 days.