071 - Why Account Management and Project Management Are Now Two Skill Sets

Account management and project management used to live inside one person at most exhibit houses. Now they don't, regardless of company size. PMs care about logistics, trucking, and accurate estimates. AMs make relationship deposits that go beyond any single transaction.

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Why it matters: The hunter-versus-farmer trade-off shows up the moment one person tries to run both functions. New business stalls when relationships demand more, and relationships drift when sales lines demand more.