I once bought a gorgeous dining table—solid, elegant, and expensive. There was just one problem: it was too big for my dining area. I convinced myself I could make it work, so I shifted things around until it somehow fit. Even though it looked impressive, it felt forced, oversized, and not truly meant for that space.
Years later, when I moved into a bigger home, the table finally looked perfect. But by then, it had aged, the shine had faded, and the excitement I once had for it was no longer the same. I promised myself I would never again invest in something that didn’t fit my current reality.
This experience mirrors something I see often in project management.
Pitching the Right-Sized Solution
When we are farming an account—nurturing the relationship, understanding workflows, and identifying gaps—it’s tempting to pitch grand, future-oriented solutions. Big platforms. Expansive integrations. Long-term transformations.
But if the customer isn’t ready, these proposals feel exactly like my oversized dining table: impressive, but difficult to accommodate.
Instead, a project manager adds more value by focusing on the customer’s current needs and offering a solution that solves today’s pain points—while paving the way for tomorrow.
Why Timing Matters
A solution that is too large or costly for the customer’s current stage requires constant adjustment. It drains their resources, disrupts workflows, and doesn’t feel natural. But when the solution fits their present reality, it delivers immediate results and strengthens trust.
The larger, more elaborate solutions do matter. But they need the right timing. It’s best to wait until the customer has “moved into a bigger house”—when their budget, team, processes, and business maturity align with that scale.
Growing the Account the Right Way
Offering the right-sized solution creates confidence and builds long-term partnership. This is the most sustainable way for a PM to add one more meaningful project into their portfolio. It’s not about selling something impressive; it’s about solving something important.
And when the customer is ready for that future solution, they’ll appreciate your foresight—and your patience—even more.