Depending on the type of organization you work in, as the project manager or consulting PM you may be helping to negotiate the project with the client and proposing services to these individuals. Or you just may be doing that on your own as an independent consultant or project manager. What I'm concerned about here is how you can utilize different options and negotiation angles to help win those projects that you really want to win. Going for those customers and projects that are a great fit and seem likely to produce additional revenue and engagements are critical ones to go after...and often you can tell this by the organization you're dealing with and their enthusiasm to come to you with the work...
Author: Brad Egeland