1. Manage Proposals: Proposals are mini-projects, with a schedule, a
team, coordinated pieces, and a “client.” Your PMs should be able to not
only manage proposals like a project, but should be an integral part of
the development of the project teams, scopes of work, and proposed
fees, since they’ll be responsible for executing them
2. Participate in Sales Presentations: Because PMs are going to be the main point-of-contact for a project, potential clients should meet them during the presentation/interview. It’s your PM’s opportunity to shine, and to build the client’s confidence in your firm and team. It’s the first introduction of what should be a long, fruitful relationship.
3. Negotiate Good Fees: Just as your PMs should take on developing the initial work plan and proposed fee, once selected (and for future changes to the scope), project managers should understand the scope of work and the firm’s finances in great enough detail that they can negotiate a solid fee, and then manage to meet or exceed the planned profits.
4. Negotiate Satisfactory Contract Terms: A good PM should be able to understand the legalese well enough to navigate through contract negotiations, ensuring that advantageous and protective clauses are included, in the unlikely event of problems and disagreements during the project.
5. Bring in Work from Current/Past Clients: As the main face and point-of-contact to your clients, your project manager has a unique opportunity (and responsibility) to foster a strong relationship, which can lead to more work. But it goes beyond relationship-building, and your PMs should be “following” current and past clients as strongly as any lead.
The five responsibilities listed above are taken from PSMJ’s Project Management Performance Scorecard, which highlights 18 skills that every effective project manager must fulfill.
As you can see, the most successful and effective project managers are as good at “selling” as they are at “doing”. How do your business development skills stack up?
For more strategies and tactics that WILL get you winning more work, join us this summer for our popular Business Development for A/E/C Firms seminar (June 7-8 in Seattle, WA). Get the tools and confidence you need to succeed in bringing in more work for the firm – register today!
2. Participate in Sales Presentations: Because PMs are going to be the main point-of-contact for a project, potential clients should meet them during the presentation/interview. It’s your PM’s opportunity to shine, and to build the client’s confidence in your firm and team. It’s the first introduction of what should be a long, fruitful relationship.
3. Negotiate Good Fees: Just as your PMs should take on developing the initial work plan and proposed fee, once selected (and for future changes to the scope), project managers should understand the scope of work and the firm’s finances in great enough detail that they can negotiate a solid fee, and then manage to meet or exceed the planned profits.
4. Negotiate Satisfactory Contract Terms: A good PM should be able to understand the legalese well enough to navigate through contract negotiations, ensuring that advantageous and protective clauses are included, in the unlikely event of problems and disagreements during the project.
5. Bring in Work from Current/Past Clients: As the main face and point-of-contact to your clients, your project manager has a unique opportunity (and responsibility) to foster a strong relationship, which can lead to more work. But it goes beyond relationship-building, and your PMs should be “following” current and past clients as strongly as any lead.
The five responsibilities listed above are taken from PSMJ’s Project Management Performance Scorecard, which highlights 18 skills that every effective project manager must fulfill.
As you can see, the most successful and effective project managers are as good at “selling” as they are at “doing”. How do your business development skills stack up?
For more strategies and tactics that WILL get you winning more work, join us this summer for our popular Business Development for A/E/C Firms seminar (June 7-8 in Seattle, WA). Get the tools and confidence you need to succeed in bringing in more work for the firm – register today!
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