I expect this to be a very subjective discussion, but I am curious what you consider to be a manageable BoB/client portfolio? For the purposes of this conversation, let's limit this to high-touch clients, as tech touch clients can be more easily scaled and included in a larger BoB. As I think about it, these are some of the most important elements (in no particular order) that I would consider when assigning BoB's for high-touch accounts:
- Total spend by client
- # of contracts to be renewed
- # of users per client
What else would you consider? I'd love to hear all your thoughts on this important aspect of not only making client's successful, but also in setting up CSM's for success with their clients.