A Dragon Walks into a Meeting: A Tactical Guide to Client Management

A Dragon Walks into a Meeting: A Tactical Guide to Client Management


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Whether you were just thrust into a client-facing role or are already in one and want to hone your skills, A Dragon Walks into a Meeting presents valuable tips, tricks, and tools for client success. Focusing on everything that happens after the sale, including some of the hardest pitfalls and challenges in business, John Brown and Fred Fuller share tested and proven methodologies, including:

  • Unwritten rules of the job
  • Practical tactics you can use today
  • Critical skills to execute with clients
  • Philosophical underpinnings for client management
  • Illustrative stories designed to provide clarity and application

Relationship management (and how to handle sticky client situations) may not be covered in business school, but don't worry. John and Fred are here to teach you what they wish they'd known when they started.

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Product Details

ISBN-13: 9781945783074
Publisher: Imagine Flux
Publication date: 08/19/2020
Pages: 170
Product dimensions: 6.00(w) x 9.00(h) x 0.46(d)

About the Author

John Brown has over 25 years of experience as a client manager and operations leader. He is currently Chief Operating Officer at ParkMobile. Previously, John was Vice President of Client Operations at Clutch Technologies. He built the bank client-facing team at Cardlytics, including bank sales, implementations, technical operations, and advertiser operations. Before that he was Vice President of Strategic Accounts for Fiserv, a leading online banking and core bank processing vendor. During his seven years at Fiserv, John led a business unit and played a key role in strategy formulation for the online banking and bill pay businesses. Prior to Fiserv, John was a consultant at McKinsey & Co. and a sales representative with General Electric.

John began his career as an officer in the U.S. Navy onboard a nuclear submarine. John holds a BS in Physics from Tulane University and an MBA from the Wharton School of Business.

With over 20 years of corporate experience, Fred Fuller has worked with a number of technology companies in several capacities. Upon graduating from college with a BBS in Decision Sciences, Fred started his corporate career in the world of finance, where he provided financial guidance for business units around the globe. He later moved into a client management role, where he took responsibility for the entire Financial Institution Account Management team at Cardlytics, working with some of the largest financial institutions in the world. He is currently the Director of Business Development and Account Management at Levvel.

Prior to joining the corporate landscape, Fred spent time in the U.S. Navy and participated in BUD/S. He also explored theater, worked as a radio DJ, and spent time in residential real estate.

Table of Contents

  • Introduction
  • The Basics
  • Job #1: Build and Maintain the Client Relationship
  • Chapter 1: We Have Relationships with People, Not Entities
  • Chapter 2: Create Connections and Seek to Understand
  • Chapter 3: When It Gets Negative, Start by Assuming All Sides Have the Best Intentions
  • Job #2: Build Success for Your Company
  • Chapter 4: Think About Growth
  • Chapter 5: Say Yes
  • Chapter 6: Remind the Client Why You are There
  • Chapter 7: Lead by Example
  • Job #3: Manage Tasks and Demands That Get in the Way
  • Chapter 8: Business Travel
  • Chapter 9: Meetings and Agendas
  • Chapter 10: The Tricky Art of Client Entertainment
  • Chapter 11: Communicate
  • Wrap Up & Resources

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