How do project and account managers work together? We’ve picked up a number of new clients and are running into coordination problems. Most of our staff is technical, and they’re supporting multiple clients. How should we organize for our next round of growth?
Project Managers vs. Account Managers: What’s the Difference?
Project managers and account managers play distinct but complementary roles in a business. Let’s break it down:
What Does a Project Manager Do?
A project manager focuses on internal operations and workflow. They:
- Plan and track projects from start to finish.
- Assign tasks based on team members’ skills and availability.
- Monitor progress to ensure deadlines are met and quality standards are maintained.
Essentially, project managers keep the trains running on time by managing the day-to-day logistics of delivering client work.
What Does an Account Manager Do?
An account manager focuses on client relationships and business growth. They:
- Communicate with clients to understand their needs and priorities.
- Develop proposals, set expectations, and negotiate terms.
- Identify opportunities to grow revenue within existing accounts.
Account managers are the client-facing representatives of your business, ensuring customers feel heard and satisfied.
Do You Need a Project Manager and an Account Manager?
The answer depends on your current business needs and budget.
If You Can Afford Both Roles:
When your business can support both project and account managers, these roles should work closely together to:
- Balance client demands with internal capacity.
- Plan and prioritize projects to meet deadlines.
- Communicate effectively with both clients and team members about progress and challenges.
This structure provides the best of both worlds: smooth project execution and strong client relationships.
If You Can Only Afford One Role:
Decide where to place the emphasis:
- Prioritize a Project Manager if your primary challenge is managing an active flow of client requests and ensuring work gets completed efficiently.
- Prioritize an Account Manager if your main goal is to grow sales within existing accounts, build stronger client relationships, or increase revenue.
💡 Pro Tip: Pair a project manager with a member of your sales team to handle client-facing responsibilities like proposals and negotiations.
Key Skills for Project Managers
A successful project manager needs a blend of technical knowledge and organizational abilities to keep internal operations running smoothly. Look for candidates with these critical skills:
1. Strong Internal Communication
Project managers must be able to:
- Delegate tasks clearly to team members.
- Set expectations about deadlines and deliverables.
- Keep everyone informed about changes or potential delays.
2. Technical Expertise
While not all project managers need deep technical knowledge, they should understand your company’s services or products well enough to assign tasks effectively and anticipate challenges.
3. Attention to Detail
The best project managers are laser-focused on the details, ensuring that:
- Timelines are met.
- Budgets are managed effectively.
- Deliverables meet quality standards.
Need help finding or training skilled project managers? Let us guide you through the hiring or development process. Contact Us Today
Key Skills for Account Managers
An account manager’s primary focus is on building relationships and driving revenue. They need exceptional interpersonal and strategic skills. Prioritize candidates with the following:
1. Effective External Communication
Account managers excel at:
- Understanding client needs and translating them into actionable plans.
- Managing client expectations and resolving issues diplomatically.
- Maintaining strong relationships that foster trust and loyalty.
2. Sales and Negotiation Skills
To grow your accounts, account managers must:
- Identify opportunities to upsell or cross-sell additional services.
- Confidently “ask for the order” and close deals.
- Negotiate terms that benefit both the client and your business.
3. Strategic Thinking
Great account managers look beyond immediate client needs to identify long-term opportunities, helping you:
- Retain valuable clients.
- Anticipate market trends.
- Propose solutions that create sustainable growth.
Want to drive more revenue from existing accounts? Learn how our consulting services can support your account management strategy. Learn More
Streamlining Processes to Support Both Roles
To ensure smooth collaboration between project and account managers—or to maximize the effectiveness of a single hire—invest in clear processes and tools.
1. Standardize Your Projects
- Identify the most common types of client work.
- Create typical timelines and workflows for these projects.
- Develop checklists to ensure consistency and quality.
2. Improve Team Communication
- Use project management tools like Asana, Trello, or Monday.com to track tasks and deadlines.
- Schedule regular check-ins between account managers and project managers to align on priorities.
- Keep clients informed with status updates, timelines, and any anticipated delays.
3. Train and Incentivize Your Team
- Train project managers on basic sales skills so they can support client conversations if needed.
- Reward project managers for successfully completing projects on time and within budget.
- Offer account managers incentives for growing client revenue and expanding accounts.
When to Combine Roles: A Practical Solution
If your budget only allows for one hire, consider combining elements of both roles into a single position:
- The Hybrid Approach: Hire a project manager with strong communication skills and train them to handle client-facing tasks. Pair them with a salesperson for support on proposals and negotiations.
- Incentivize Performance: Offer bonuses tied to both project completion metrics and client satisfaction or sales growth.
This approach ensures you’re covering the essentials while preparing for future growth.
Need help defining your team structure for growth? Our consulting services can help you design a scalable organization. Contact Us Today
The Bottom Line: Balancing Internal and External Needs
Project and account managers bring different strengths to the table, but both are essential for long-term business success.
- Project managers ensure internal operations run smoothly and deliver quality results.
- Account managers nurture client relationships and drive revenue growth.
As your business grows, take the time to evaluate where your greatest needs are. Whether it’s improving client satisfaction, delivering projects on time, or increasing sales, the right hire—or combination of roles—can make all the difference.
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