Morgan Reece on the Art of Account Management

When I pitched the idea of writing this editorial to DJ, the founder and CEO of my company, he asked me a simple question: What’s the most important aspect of account management? 

Fair. The editorial concept is called the art of account management. 

I immediately went into interview mode, and I responded with answers I thought he wanted to hear. 

“Ensuring deliverables are delivered is my biggest passion,” I said (Isn’t this every 27 year old’s passion?). 

Before you judge me, imagine if you told the CEO of your company to 'f' off at the Christmas party. In front of everyone. Including some kids. Needless to say, I'm a bit of a kiss-ass these days. 

He said to try again. 

My second answer was something about “working with professionals with varying experiences and expertise.” He said to try again. 

I can’t remember what my third answer was. Or my fourth. Or my fifth. But unlike my grandpa who is a die-hard Oakland A’s fan, I know when to call it quits. I asked DJ what he thought the answer was. 

DJ said the art of account management is all about having an opinion. And it got me thinking. 

As an account manager, I'm responsible for managing and ensuring the execution of multiple projects. I work with experts in their field with more years of experience than the years I have been gracing this earth with my presence. Plus, my political science degree does not exactly come in handy when I'm reviewing the quality and cohesiveness of look-and-feel executions (Ask me anything about the Cold War, though). It’s almost too easy to go into autopilot mode and take colleagues’ word for what’s considered good and what’s considered not so good.

That being said, project managers work more intimately with clients than anyone else at the firm. I've built meaningful relationships and am heavily invested in helping clients reach their goals. And it’s not only because my job allows me to afford espresso martinis (It's just a plus). I don’t have all the right answers, but I luckily don’t have to. The art of account management is having an opinion with the genuine goal of helping my clients succeed – Not just saying yes to them but actually helping them succeed. And personally, I have a lot more fun when I'm making an impact than when I'm ushering projects along. No offense to Usher.