INTERNATIONAL HEAD OF BRITISH AND IRISH ART, CHRISTIE'S KING STREET, LONDON
Name Jonathan Horwich
When did you become a manager?
In 1982, when I began being involved in the business, and I also began auctioneering.
What does management mean to you?
Bringing order to wonderful moments of human spirit and getting the best possible price. You choose the lots - although sometimes they choose you as you develop a reputation. Then you decide on the order, so as to maintain people's interest. Like the acts of a show, you have to avoid flat periods.
You read the minds of your bidders, slowing and increasing the pace, focusing on each for a fraction of a second. You must manage everyone's expectations - if you're buying, the hammer doesn't fall quick enough; if you're selling, you want that last bid. Each auction is different - it's about experience, instinct and knowing the market.
What do you love/hate about it?
I love the variety - I've a low boredom threshold. I hate making a great discovery, being sure it is by a certain artist but not being able to prove it.