A mongst the very first things I learned as a fledgling ‘suit’ in advertising were the two great dilemmas of account management. The first was this. A good account man would, like Janus, successfully navigate the problem of having to represent – simultaneously – both the client to the agency and the agency to the client. It’s a classic intermediary, ‘added value’ role, although the real value-add would often lie in the skill of the individual in negotiation and the art of selling (to both sides). The great account man (and I would hasten to add that many of them were account women) would be able to pull off the feat of having each side in ...
Get Brilliant Pitch now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.