The Chief Relationship Officer

Consulting Project Manager = Chief Relationship Officer (Period)

Need to raise a contract variation? Allay fears about the news of a valuable resource leaving the project? Catch a break on a late milestone? Work through an unsigned deliverable? Or even explore post project service works?

Sure - maneuvering, coalitions and pressure games can resolve some of these....but there really is an easier way.

Its all down to the relationship you hold with the client.

On-time and on-budget is worthless if nobody is watching - all the text book skills in the world won't help you if the client feels deceived/neglected/disappointed etc. (Take you pick)

If the PM is not successfully managing the relationship - then he isn't a PM. We forget sometimes that its about service...(Stupid)

I am not saying that you should "put the client first", or even that relationship management is an important thing. What I am saying is that it is the only thing!

We stand or fall, in every circumstance, at every moment, and in every engagement - by our ability to create, hold and develop a strong relationship with our clients.

Obvious isn't it...


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