Is Account Management an art or a science? Personally, I think it’s probably a bit of both. The science of Account Management is the centrepiece of the sales process and within this context, artful selling produces the most effective results.

I’ve been in the role here at Quirk for a short while and have realised that an Account Manager’s responsibilities are two-fold: business development and project management.

Science: Manage projects including plan development, resource allocation and management, configuration management, change management, issue management, and risk management.

Art: Client relationship management requires a bit of left brain activity. People are interesting and colourful creatures that thrive on human relationships and interaction. I believe it takes a certain personality to master the art of establishing an intimate relationship with clients that will let you in on the client’s needs and wants.

The essence of an Account Manager is to have an extremely clear understanding of what task needs to be accomplished - this is the science of Account Management.
Within this context, creative selling will be most effective as the art and science of the Account Management blend to maximise a company's bottom line.