IT Project Management, 2nd Edition

C.1. Getting (and Keeping) the Deal

First and foremost is getting the deal. This isn't a lesson in marketing, sales, and negotiations—there are hundreds of books on those topics. The point to learn here is to deliver on what you promise. As a contractor, it's tempting to grind into the PND and sell yourself short on time to get the gig your calendar so badly needs. Don't heed that temptation. The company you are selling yourself to will hold you to the completion date, the skills, and the price you promise.

If you overpromise but underdeliver, you may find yourself with one less client. Clients will expect you to provide cumulative reports to them just as a staff project manager would do. If your cumulative reports show your project is lacking ...