I always thought to be a good Account Manager meant being a good listener. I still think that’s true, but I’ve come to realise being a good listener is what makes a person likeable - which is pretty important in any job or walk of life.
So, I’ve upgraded my thinking on this topic. I now think the key is asking good questions.
A good question is evidence this ain’t our first rodeo. A good question builds confidence far faster than any showy creds deck or slick jargon flourish. A good question is a mark of intelligence. A good question is a cleave into the most interesting client problems.
I’ve been managing accounts for 20 years plus. This past year I’ve been thinking hard about whether there could be a repeatable formula for developing good questions. A teachable formula that could help consulting businesses scale in new and exciting ways.
Initially I was inspired by the idea of training an AI. Now I’m motivated by the opportunity to give juniors credibility beyond their lived experience.
It’s a work in progress, I guess it always will be. But we hope to productise this year. I’m looking forward to sharing with anyone who may be interested in beta testing with us.
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