In the loop
An organization's maturity is determined by many factors, one of which is its process for negotiating project contracts. Mature organizations involve their project managers in project contract negotiations. Less mature organizations usually do not. This article discusses the benefits of involving project managers in project contract negotiations. In doing so, it lists eight advantages to letting project managers participate in these negotiations. It also overviews three tools--developed by psychologist David McClelland--that can help organizations and project managers outline a client's contract needs and expectations, tools that include the Need for Affiliation (n-Affil), Need for Achievement (n-Achieve), and Need for Power (n-Pow). It also suggests seven activities that can encourage client collaborations and foster business success.