posted 2nd August 2023
Chess - is Child’s Play
- involves only 16 players
- with only 6 types of predefined 'personality'
- you know exactly how they could move at any one time
- you know exactly where they are today
- you have only one opponent and know exactly what their position is
- 'winning' is clear; everything is black & white!
Real Account Management
- is not black and white
- 'winning' is not always obvious
- there are many opponents & sometimes our opponents are actually our allies
- other organizations have a bearing on our success
- we are dealing with numerous players, who are all individuals and who can react in often unpredictable ways
- it is unclear to us as to exactly what is our positioning with the customer
- generally the customer does not act as one entity..............
