We find whenever an SCM says they don’t have enough time they are doing too much grinding and reviewing. The reviewing should be done by the Production Manager. The quality of the Production Manager is key to the effectiveness of the Senior Client Manager.
The correct mix of the team below the Production Manager also determines how much work is flowing back up to the Production Manager and then to the SCM. A really good team of Production Manager plus the correct mix of grinders will allow an SCM to handle the communication and relationship up to $1m in fees.
So make sure:
Get any of the above wrong and your sales and production process will be clunky. The correct mix of the SCM, Production Manager, and Grinders working well together is critical for success.
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