070 - What Separates Account Managers from Project Managers

A great account manager hears what the client isn't saying, and measures success by account growth, not project completion. That's the fundamental split: PMs live in the weeds of deliverables and budgets, AMs fly above the treetops thinking about the commercial health of the relationship.

Why it matters: If your best client-facing people are so buried in execution that they can't invest in the relationship, you're one competitor visit away from losing accounts you assumed were secure.