1. Not Understanding Client Needs

a. You have listened, but have you heard?
b. Have you asked the right questions?
c. Are you merely doing what the client asks, or are you truly addressing their needs?

2. Over Promising

a. Are the client’s requests reasonable?
b. Does your new business guy know your capabilities?
c. Is it worth it?

3. Bad Process

a. Poor planning
b. Poor project management
c. Wrong priorities
d. Poorly defined roles and responsibilities

4. Poor Execution

a. Poor talent
b. Bad direction
c. Insufficient quality control
d. Inexperience

5. Under Pricing

a. Ignorance
b. Competition
c. Fear

6. Not Controlling Change (Scope Creep)

a. Who says yes (no)?
b. What were the client’s expectations
c. Implications of saying yes
d. What is your protocol for a change or additional work order?

7. No Contingencies

a. What ifs
b. Unknowns
c. Good, better, best
d. Wiggle room
e. Plan B

8. Poor Communication

a. Paper, e-mail or phone call?
b. Does the right person know
c. Timing
d. Beg for forgiveness or ask for permission?
e. Not enough information given

9. Not Getting Approvals at Key Milestones

a. Defining key milestone
b. Someone has to sign off
c. Ramifications

10. Bad Client Relationship

a. Lack of trust
b. Dictator syndrome