Member of Group:
1.
Geavani Adisty Napalia (23211019)
2.
Khairunnisa Ain Sholihah (23211963)
3.
Resty Puji Riati (26211010)
4.
Tria Oktaviani (28211744)
Class: 3EB14
Class: 3EB14
The Manager’s Position In The Organization
Manager is a leader that
is needed and played a major role in a organization.
Each company usually has more than one manager. Example, general manager,
manager beginner, product managers, HR managers, marketing managers and others.
Goal of managers is to be successful, however, every manager has a way of
thinking and different ways of working. It also makes a different impression
among subordinates to managers. Manager can be said to have a big hand for the
work of a manager in general to take an important decision, worked as a
mediator, and most importantly to manage and guide his subordinates.
Management in all
business and organizational activities is the act of getting people together to
accomplish desired goals and objectives using available resources efficiently
and effectively. Management
comprises planning, organizing, staffing, leading or
directing, and controlling an organization (a
group of one or more people or entities) or effort for the purpose of
accomplishing a goal. Resourcing encompasses
the deployment and manipulation of human resources, financial resources, technological resources,
and natural
resources.
Because organizations can
be viewed as systems,
management can also be defined as human action, including design, to facilitate
the production of useful outcomes from a system. This view opens the
opportunity to 'manage' oneself, a pre-requisite to attempting to manage
others.
Management Role In Organization
Management takes part
in every step of an organization, giving direction, and aligning resources in
order to achive goals. The
overall role of managers is to guide organizations toward accomplishing goals.
Good management covers six basic
functions: planning, organizing, staffing, leading, controlling and
motivation. All
managers perform a range of functions, with the amount of time spent on each
function depending on the level of management and
specific organizational needs.
Factors that can
sustain cooperative relationships with a client
§ Commitment
Encouraging
companies to look long-term investment is cooperation and without ignoring short-term
gains (company ability to establish cooperation long-term with several
parties). Commitment between them is the lock to achieving results that make
them value.
§ Trust
Belief
that the distributor has good intentions and will bring benefits
§ Dependency
Increasingly
difficult to find a distributor that has the equivalent capability, the higher
the dependency agent.
§ Satisfaction
Satisfaction
of the members of the distribution channels and depicts result are suggestive
of positive statements as a result of the relationship of cooperation
§ Communication
It
can be seen as a means used in a variety of meaningful information and timely
inter-company.
5 Tips for Meeting New Clients
The first meeting with a new client is a lot
like a first date. It's a chance to put your best foot forward and lay the
foundation for a successful long-term working relationship. Then again, a first
client meeting is also like a job interview. You want to ooze professionalism,
inspire confidence and thoroughly convince the client that your potential
client's money is in good hands. The 5 tips for meeting new client is:
1.
Plan and Prepare
When preparing for the first meeting with a new
client, it's easy to get caught up in everything that you want to accomplish.
Depending on your business, you might want to sell the highest number of units
or set the design direction of the company's new Web site. But even if you
think you have the best products and the best ideas in the world, the only
important opinion is the client's.
In the days leading up to the meeting, do as
much research as you can about the client. Read the company Web site from top
to bottom, paying particular attention to mission and vision statements.
Companies put a lot of time into crafting these messages, so your pitch has to
jibe with company culture. Read recent press releases and blog posts to
understand what the company is most excited about right now. Then make a list
of questions that remain unanswered. These might be useful at the meeting to
get the conversation rolling.
2.
Set An Agenda
A meeting without an agenda is like an orchestra
without a conductor. An agenda sets the expectations of the meeting,
establishes and orderly flow and helps everyone understand his or her roles.
Remember, though, that an agenda isn't written
in stone (it's barely written on paper). Start the meeting by addressing each
point on the agenda in the order you've suggested. But if the client wants to
talk about the last point first, let him or her do it. If the client wants to
talk about something completely different, however, be prepared to ditch the
agenda altogether. Again, the main goal of this meeting is to listen to the
client. If the agenda doesn't help you meet that goal, scrap it.
3.
Make a Professional Impression
The first meeting with a new client is not the
time to be yourself. Instead, be your most courteous, polite and professional
self. It starts with your clothes. Even if you work at the most casual office
in the world, bump it up a notch or two for the client meeting. Skirts, slacks
and ties show that you take the client seriously. So does arriving on time.
Never make the client wait!
If you want to maintain that professional attitude, avoid the
following "don'ts":
- Don't eat during the meeting,
unless it's a lunch meeting.
- Don't answer your cell phone.
In fact, shut it off.
- Don't text or e-mail.
- Don't whisper to your teammates
while the client is talking.
4.
Take Notes
Never forget that the main goal of meeting with
a new client is to listen. It doesn't matter if the client is an inspiring
innovator or a complete bore -- pretend that every word out of his mouth is
pure gold. Make a show of taking out a notepad or opening your laptop computer
to take notes.
If you're the only person from your team, be
careful not to bury your head in your computer while the client is talking. Try
to make frequent eye contact and bounce back supportive statements like
"Good point," or "That's important to know." If you have
questions, write them in your notes and wait until the client has finished
talking to ask them. Your work isn't over when the meeting ends. Keep the
working relationship rolling with a courteous and professional follow-up e-mail.
5.
Send a Meeting Summary
The first meeting with a new client is important
-- but remember that it's only the beginning of a longer relationship. Keep the
momentum going by following up after the meeting with a short e-mailed summary, also called a contact report. A contact report
accomplishes several important things at once: It's a simple way to say thank
you, to recap what was discussed, and to propose some next steps.
The contact report should include the following information:
·
Name of project
·
Date of meeting
·
Team members in attendance
·
Bullet-point list of what was discussed
·
Next steps: what will be accomplished next, who will do it, and
when it will be finished
If the meeting was with a potential client, this
would also be the time send along your price quote. The price quote is only an estimate
of actual costs, but it should be as detailed as possible. Along with standard
services and billing rates, include optional services and their prices. Make it
clear -- in a polite and professional way -- that the work cannot go forward
until the client signs the price estimate.
The Key Roles and
Skills of the Client Relationship Manager
The
essential roles of a Relationship Manager or Client Account Executive is:
a.
Aspiration-Setting: Sets bold aspirations—a clear vision—for the development
of the relationship.
b.
Relationship Strategy: Sets and executes a client relationship strategy that
defines which issues to focus on, which opportunities to pursue, and which
individuals to invest in.
c.
Team Leadership:
Creates, manages, and leads the team, providing appropriate coaching and
mentoring along the way.
d.
Client Leadership: Is perceived as a thought leader by senior client
executives. Facilitates the development of a vision for the overall success of
the company, business area, or function
e.
Ambassadorship and entrepreneurship: Identifies, mobilizes, and
delivers into the relationship the right people, solutions, resources, and
ideas from across the firm.
f.
Commercial Management and quality control: Successfully undertakes contract
negotiations, ensures financial success, and monitors quality.
7 Relationship-Building Strategies for Your Business
Successful
businesses don't just communicate with prospects and customers for special
sales. Today, making your company indispensable is a vital key to marketing
success. It's a terrific way to add value, enhance your brand and position
against your competition. Here are seven relationship-building strategies that
will help you transform your company into a valuable resource:
1. Communicate frequently. How often do you reach out to customers? Do the bulk of your
communications focus on product offers and sales? For best results, it's
important to communicate frequently and vary the types of messages you send.
Instead of a constant barrage of promotions, sprinkle in helpful newsletters or
softer-sell messages. The exact frequency you choose will depend on your
industry and even seasonality, but for many types of businesses, it's possible
to combine e-mail, direct mail, phone contact and face-to-face communication to
keep prospects moving through your sales cycle without burning out on your
message.
2. Offer customer rewards. Customer loyalty or reward programs work well for many types of
businesses, from retail to cruise and travel. The most effective programs offer
graduated rewards, so the more customers spend, the more they earn. This
rewards your best, most profitable clients or customers and cuts down on
low-value price switchers-customers who switch from program to program to get
entry-level rewards. Whenever possible, offer in-kind rewards that remind your
customers of your company and its products or services.
3. Hold special events. The company-sponsored golf outing is back. With the renewed
interest in retaining and up-selling current customers, company-sponsored
special events are returning to the forefront. Any event that allows you and
your staff to interact with your best customers is a good bet, whether it's a
springtime golf outing, a summertime pool party or an early fall barbecue. Just
choose the venue most appropriate for your unique customers and business.
4. Build two-way
communication. When it comes to
customer relations, "listening" can be every bit as important as
"telling." Use every tool and opportunity to create interaction,
including asking for feedback through your Web site and e-newsletters, sending
customer surveys (online or offline) and providing online message boards or
blogs. Customers who know they're "heard" instantly feel a rapport
and a relationship with your company.
5. Enhance your customer
service. Do you have a dedicated staff or channel for resolving customer
problems quickly and effectively? How about online customer assistance? One of
the best ways to add value and stand out from the competition is to have
superior customer service. Customers often make choices between parity products
and services based on the perceived "customer experience." This is
what they can expect to receive in the way of support from your company after a
sale is closed. Top-flight customer service on all sales will help you build
repeat business, create positive word-of-mouth and increase sales from new
customers as a result.
6. Launch multicultural
programs. It may be time to add a multilingual component to your marketing
program. For example, you might offer a Spanish-language translation of your
Web site or use ethnic print and broadcast media to reach niche markets. Ethnic
audiences will appreciate marketing communications in their own languages.
Bilingual customer service will also go a long way toward helping your company
build relationships with minority groups.
7. Visit the trenches. For many entrepreneurs, particularly those selling products and
services to other businesses, it's important to go beyond standard sales calls
and off-the-shelf marketing tools in order to build relationships with top
customers or clients. When was the last time you spent hours, or even a full
day, with a customer-not your sales staff, but you, the head of your company?
There's no better way to really understand the challenges your customers face
and the ways you can help meet them than to occasionally get out in the
trenches. Try it. You'll find it can be a real eye-opener and a great way to
cement lasting relationships.
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