In most of the cases PMs think from the technical or developers point of view, completely missing the client?s vision for the application. This results in loosing client?s interest in the development.
If the PM really thinks by sitting in client?s chair, then by default he gets aligned with client? vision and starts delivering exactly what was thought by client. In such situations client is happy to get what exactly was thought by him and then he starts expecting more and more from the application. Exactly this is the situation where more business is generated.
Currently I am working on such Project which was almost to close successfully. During the step by step deliverables (as scheduled), I observed that client is getting more perception about the application and started demanding more features in it. Some change requests were asking for more work but client is happy and ready to pay? Result is more business, a happy and potential client for the company.