Winning the job does not mean the marketing of the firm and the team is over. In fact, the moment of highest anxiety for the client is right after they have hired you for the job. "Did we make the right choice? Will they deliver what they promised, or what we thought they promised? Will we be able to get along with these people for the next two years?
As a Principal, you need to be sure your project teams keep the following in mind:
1. Clients always chose us for reasons other than what we think. Debrief to find out what promises were actually bought.
2. Communicate the results of the debriefing to the entire team at the project kick-off meeting.
3. Understanding the project goals is not enough. Be sure you understand how the client will evaluate your performance.
Right from the start, as a Principal, you need to give the client reassurances that they will be able to work compatibly with you during the process of delivery. Do this, and the project is sure to start off on the right path to success!
Looking for more tips and advice like this? PSMJ’s Principals Bootcamp is an information-packed seminar that will help you gain an understanding of the techniques and strategies of today’s most successful project leaders, and practical advice you can use to improve multiple aspects of your firm. You’ll also discuss how the best firm leaders are navigating the most challenging economic climate in decades, and come away with ideas and dynamic new approaches to the challenging times that your whole firm can put into action right away, to ensure success in 2011. Join us in January in Vancouver, Atlanta, or San Francisco to become a better Principal in 2011!
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