How to Earn Trust as an Account Manager

September 21, 2014

Account Managers are faced with a continuously evolving workspace with multiple roles and responsibilities. The must work professionally from a foundation of teamwork and they must have a strong pulse on the business both internally and externally. It is vital for an account manager to earn trust from their colleagues and clients and develop relationships based on loyalty and confidence. This blog covers some of the ways an account manager can cultivate these fundamental principles into the workplace.

Trust is the be all and end all in account management. Without trust, a team will suffer both on a performance and developmental level. The best account manager can pick up on cues from their team immediately and can act to address issues, motivate and reengage each member to produce the best results for the company. This is a comprehensive list of ways to build trust.

Building relationships

A clever manager is a manager who watches and learns before acting and any new account manager should follow this rule of thumb. Building relationships with colleagues and clients is no easy task and taking the time to watch and listen is the best way to approach a new team. An account manager is faced with several personalities and situations, and being prepared to handle each situation uniquely will help build rapport and trust. Once you have analysed and understand your team, then you can deal with each member separately. An older employee may flourish with empowerment and extra responsibility. A younger employee may benefit from a mentor. Only once you have worked on building a relationship with each team member can you understand what he or she need as individuals.


Having a diplomatic mind will help an account manager exercise good judgement and choose to do the right thing in each situation. An account manager should not get involved in little disputes but should support the team to create harmony between each member. An account manager may have to play quite a political game to keep every one motivated as a team and team-building exercises can help in these situations. Consider taking some time out from the office for a team outing. Get creative with the activity and select a situation where member have to help each other outside of the office environment.

Integrity and Authority

The most effective account managers have a track record of being true to their word and for getting things done. Performance is a great way to measure success and a successful account manager will drive business as well as mentor internal and external relationships. An effective account manager isn't afraid to get their hands dirty and join their team in the daily grind of activity. They are transparent and their team can trust that they don't have any hidden agenda.


Trust is built on a solid foundation of communication and an account manager that can take the time to get to know each member of any organisation will undoubtedly succeed. An account manager will be faced with many situations from conflict to motivational problems, and communication is the only way to address and solve these issues. Taking the time to get to know everyone will make each team player feel respected and in turn trust will develop. Think about that person who knows everyone at work. They have broken down many walls between departments and has likely built strong alliances across the board. It is a smart move. It gives that person credibility and the reputation for being authentic and sincere.

Divya has been a part of Prototype Digital Transformation Agency since 2015.

Written by
Alexander Rauser
Alexander Rauser


Alexander Rauser is the author of Boardroom Guide to Digital Accountability and Digital Strategy: A Guide to Digital Business Transformation, and creator of the DSX Program, a digital strategy and transformation program for Enterprises.

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