Thursday, May 30, 2013

Yesterday, we discussed re-assigning inactive accounts on an AE's account list and when to do that. If you missed it, or need a refresher, check out yesterday's column.

So you've re-assigned it. Now what? Tell the AE who now has it, here are the expectations:

• Get an appointment in the next 10 business days.
• Tell them to do the research. The AE who lost the account will be bitter, but get the file and get "intell" from the previous AE.
• Pull all related information you can get your hands on. Miller-Kaplan X-Ray, monitor data, competing media ... anything you can get.
• Go with that AE on the appointment. It will make a big difference and send a clear signal on how much that account means to your station.

Good luck!