Hey,
Well, I guess that was summer (or winter, for those of you south of the equator). How was it for you?
September for me has always been a bit chaotic. It feels like we're sprinting to the finish line of Q3, with the downhill run to Christmas just around the corner. And no matter the temperature outside, you can feel it in the office—the heat is on high.
It’s that time of year when every conversation seems to circle back to one thing: the numbers.
If you've ever felt that frustrating disconnect—where all the strategic, relationship-building work you do seems to go invisible, and the only thing that matters is the final number on a spreadsheet—then this one's for you.
It’s one of the loneliest feelings in this job. You’re playing chess, thinking three moves ahead to protect a multi-million dollar account, while your boss just wants to know if you're going to hit the quarterly target.
But what if I told you this wasn't a character flaw in your boss? What if it's actually an opportunity for you to become their most trusted strategic partner?
Let's talk about why this happens, and more importantly, how to fix it.
POV: When you realise making your boss look good makes you look even better.
The Boss Success Matrix
Your boss isn’t ignoring you — they’re trying to survive and succeed in their own complex role. When you systematically support their success, you become indispensable.
System Scorecard
Career Impact (9.5/10)
How much will this protect and accelerate your career?
👉 When you’re the one who makes your boss successful, you move from “account manager” to “strategic partner.” That’s the difference between being vulnerable in a restructure… and being first in line for promotionRelationship Strength (9.0/10)
How much will this improve your internal influence?
👉 It’s bigger than your boss. When leaders see you as someone who “gets it” strategically, you’re invited into rooms (and conversations) that others never reach.Ease of Use (8.0/10)
How quickly can you apply these concepts?
👉 The framework is simple. Map your boss’s pressure points once, and every interaction shifts. Most people see a noticeable change in 2–3 weeks.
What It Is
A framework that maps your boss’s four critical success areas. It helps you align every update, action, and initiative to their goals — not just your activities.
Why It Works
Most account managers show up with “Here’s what I did.”
But your boss is managing in every direction — up, down, sideways, and out. They don’t need a reporter. They need a strategic asset.
The Value
When you consistently deliver across all four quadrants:
You become indispensable → not just doing your job, but making their job easier.
Your relationship work gets recognized → because it’s framed in their language of success.
You gain influence → they come to you for advice, not just updates.
The Bottom Line
Don’t try to make your boss understand account management. Understand what makes them successful — then deliver it.
When they win because of you, your career accelerates. When they struggle, you look like overhead.
The matrix makes sure you’re always part of their success story, not just telling your own.
The 4 Quadrants
Defend Up → Give your boss the wins and metrics they need to look strong with leadership.
Defend Down → Equip them to protect, guide, and support their team.
Reduce Risk → Spot problems early and keep them out of trouble.
Bonus: Expand Influence → Share insights that make them smarter and more strategic.
How to Use It
Start today. Your very next interaction with your boss is your first test.
This Week — Map Your Boss’s Reality (15 minutes)
Spot hidden asks
Think back to the last “odd” question your boss asked. Were they really looking for team performance, market insights, or ammunition for their own meetings?Replay a stress moment
When did they last seem rushed or frustrated? Map it to one quadrant: reporting up, defending down, managing risk, or influence.Audit your comms
Check your last 5 emails. How many were pure status updates vs. helping them look good, solve a problem, or lighten their load?Frame it as their win
Next time you share an update, try:
“Quick win — Client X expanded their contract by 30%. That puts us ahead for Q4, which gives you great news to share upward.”
👉 Notice how their reaction shifts when you frame your work as their success.
Your career accelerates at the speed of your boss’s success.
POV: Boss mode unlocked — they get it now.
Go Deeper: When Your Boss Just Doesn’t Get It
The Boss Success Matrix shows you how to systematically support your boss’s success — but what about when they just don’t understand what you really do?
That’s where this week’s podcast episode can help. In “When Your Boss Just Doesn’t Get It”, I share:
Why your boss often reduces your work to just numbers (and why that’s not personal).
How to “translate” your relationship-building into the language they actually speak — revenue, risk, efficiency.
Practical ways to give your boss tools they can use to champion you in leadership meetings.
👉 The podcast is the perfect complement to this week’s playbook. The newsletter gives you the framework. The podcast gives you the stories, language, and tactics to put it into practice. Listen on Spotify and Apple Podcasts.
.. Your Bonus Round
📖 How to Set Client Boundaries (Without Damaging Relationships)
Tired of scope creep and late-night “urgent” requests? In this new article, I share proven scripts and frameworks to protect your time and strengthen client trust.
Includes a Scope Creep Cost Calculator (see what unmanaged boundaries are costing you) and a downloadable KAM Success Charter to set expectations from day one.
🎥 Strategic Account Planning with AI-Powered Mind Maps
Ready to make account planning more powerful (and way more fun than Excel)? Join me and Mind Map AI for an exclusive webinar where I’ll share how AI-powered mind maps can transform your planning, strengthen client relationships, and drive growth.
📅 September 9 | 11:30 AM GMT | 12:30 PM BST
🎁 Bonus: All attendees get 500 free AI credits to kickstart their planning.
🛠️ Google’s Nano Banana (Free AI Editing Tool)
From bland headshots to boardroom-ready in one click. Nano Banana is Google’s new free editing tool that lets you change backgrounds, clothes, lighting — even bad hair days. Perfect for upgrading your LinkedIn or pitch deck photos in seconds. (See my results below)
Try it out →
That’s it for this week’s playbook. Have fun testing out the Boss Success Matrix — and let me know how it goes when you try it out. I’d love to hear your stories.
Until next time, stay Account Minded — and boss approved.
P.S. Want more tools to make your boss (and clients) your biggest champions? Inside The KAM Club you’ll find ready-to-use templates, courses, and live coaching to help you turn account management theory into results. Join us here.