# How Relationship-Building was Vital to an Account Manager’s Journey from Technician

By Greg Crumpton · Published 2024-12-17 · Updated 2026-06-30 · Engineering & Construction on MarketScale
Canonical: https://www.marketscale.com/industries/engineering-and-construction/how-relationship-building-was-vital-to-an-account-managers-journey-from-technician
Creator hub: Straight Outta Crumpton

> Strong interpersonal skills and mentorship are becoming as essential as technical know-how in the competitive HVAC industry

## Key points

- Relationship-building skills are increasingly essential for HVAC technicians moving into account management roles.
- Mentorship plays a significant role in guiding career transitions within the trades industry.
- Technical knowledge alone is no longer sufficient — interpersonal and communication skills are key differentiators.

Block Field

The HVAC industry has seen a number of changes in recent years. Many of those changes are due to technology and community increasingly intersecting, and professionals are finding that success lies not just in technical expertise but in the strength of relationship-building. Since automation and mechanical systems become even more complex, the need for collaboration and mentorship is great. With a shortage of skilled workers in the field, this episode explores how the industry is adapting to meet these challenges.

> Success lies not just in technical expertise but in the strength of relationship-building.

What does it take to stay relevant and thrive in such a dynamic environment? How do professionals navigate the intricate web of technology, mentorship, and relationships to build lasting careers?

In a new episode of "[Straight Outta Crumpton](https://marketscale.com/shows/straight-outta-crumpton/)," host **Greg Crumpton** sits down with [**Jonathan Henderson**](https://www.linkedin.com/in/jonathan-henderson-15573a174), an account manager for [**McKinstry**](https://www.mckinstry.com/join-us/), to discuss the importance of relationships in the HVAC industry and his own journey from being a hands-on technician to a sought-after professional in account management.

Other key points of the episode discussed:

- The critical role of mentorship and continuous learning in career development.
- The importance of balancing technical expertise with relationship-building skills.
- How the industry's shift towards community and collaboration is reshaping career paths.

### About the Guest

**Jonathan Henderson** is an account manager for **McKinstry**. He began his career as a facilities technician in Washington State, and now leverages his extensive background in controls and mechanical systems to manage key accounts at **McKinstry**. Henderson has over two decades of experience. In his work, he emphasizes the value of mentorship and the unique blend of technical and interpersonal skills that have aided him in his career.

Tags: account management, Greg Crumpton, HVAC, HVAC Industry., Jonathan Henderson, McKinstry, relationship building, Straight Outta Crumpton, technician

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