Am I Selling or Managing the Account?

Answer these questions:

1) Am I on a preferred vendor list that my company was on before I was assigned the account?

2) Do I take the job orders and respond with resume from a VMS or email?

3) Does the client rep I have most contact with, make less then $100K?

4) Do you only accept resumes of 100% fit from the recruiters?

If you answered "yes" you're managing the account

1) Do I actively influence clients to accept my candidates or projects when they were leaning the other way?

2) Do I push back to get higher rates every time I can?

3) Does the client call YOU when he has a question about the industry or technology?

4) Do you know your client's spouses name?

5) Do you know what books are on your best client's desk?

If you ansnwer "yes", you're selling the account