was perplexed when a prospective account management candidate asked me what his five key result areas would be. It set me thinking about a role I have been performing for the last more than two decades. (As the saying goes, no matter which level of agency management you get into, you can't wish away being an account executive).

We have all heard of postmen in account management and we have also heard of mavericks who go beyond the call of duty and practically perform the role of the marketing head at the client organisation. Since both are extremes, and since both are not the mandated roles that an account management professional is supposed to perform, surely the answer lies somewhere in between.... more