Business Development Playbook

The RM’s roles are separate from those of the Project Manager (PM) . The RM is responsible to maintain appropriate contact with the client, sometimes on a pre-determined basis with the clients’ agreement. The RM should check in on performance of the PM, the overall project status overall and discusswith the client what additional project or programmatic opportunities the client has. The RM’s relationship with the client may be short-lived (as is the case with one small project opportunity), or last decades over a series of projects and/or programs the client has. The responsibilities of the RM are at a strategic level, well thought out, scheduled and deliberate. The RM should always be available to field calls from the client, and be mindful that if the client’s requests are related to the performance of the project, and therefore under the PM’s responsibilities, the RM should steer the client back to the PM. For our most strategic clients and programs, the RM should assess whether a steering committee is warranted, and assemble the appropriate decision- makers as necessary and appropriate. The Project Manager’s (PM’s) primary responsibilities are to ensure that the project performs toBL’s expectations for quality, schedule, profitability, and accounts receivable. The PMs resource the project through the Resource Planning tool in Deltek, and is responsible for staffing the project to meet BL’s and the clients’ expectations. With respect to client communications, the PMs should be communicating project status, issues, schedule and deliverables. The PMs are also responsible for preparing the scope and fee proposal, securing change orders before

THE RELATIONSHIP MANAGER AND PROJECT MANAGER ARE SEPARATE ROLES AND HAVE DIFFERING RESPONSIBILITIES.

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Business Development Playbook