Member of Group:
1. Geavani Adisty Napalia (23211019)
2. Khairunnisa Ain Sholihah (23211963)
3. Resty Puji Riati (26211010)
4. Tria Oktaviani (28211744)
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 .Good management covers six basic functions: planning, organizing, staffing, leading, and motivation.All managers perform a range of functions, with the amount of time spent on each function depending on the level of and specific organizational .
Factors that can sustain cooperative relationships with a client
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.
Belief that the distributor has good intentions and will bring benefits
Increasingly difficult to find a distributor that has the equivalent capability, the higher the dependency agent.
Satisfaction of the members of the distribution channels and depicts result are suggestive of positive statements as a result of the relationship of cooperation
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.