What to talk about today? I know. Something we've all witnessed: project managers being invited into sales calls, account managers into strategy sessions, and team leads balancing delivery and business development. It's a challenging juggle that requires our understanding and support.
At first, it feels like collaboration. Cross-functional. Efficient. But more often? It's just messy. Let's focus on how a PMs role can grow unexpectedly before anyone else notices.
Blurry Roles & Burned Out PMs
If you’re a project manager, you’ve probably been there. One day you’re managing timelines and keeping things moving. The next, you’re in sales calls, reviewing estimates, fielding client strategy, and wondering when that became part of the job.
It’s not just PMs. This kind of role creep happens to all of us. Especially on smaller teams and during a downturn where we need all hands on deck. But let's focus on project managers because they tend to feel it first, and they feel it hard.
And let's acknowledge that PMs are the glue. And when the glue gets stretched, things start to crack.
Wearing Too Many Hats
Some PMs genuinely like being at the sales table. They know the process and can steer the scope, meaning fewer "Wait, what?" moments later. That's awesome when it's intentional.
But for others, it's become a quiet slide into overwhelm. There is no added time. There is no added clarity. Just added… stuff. And often on a plate that was already overflowing.
The Cost of the "Yes"
I've been seeing a pattern form in the industry: leadership says yes before the team knows what the heck is happening. And even though it's all for the right reasons, it causes some major confusion and can make people crispy.
And I get it. Any win right now is very exciting, but they can get expensive fast.
Scope gets squishy.
Delivery gets reactive.
The team gets tired.
The client gets concerned.
When teams get smaller or the demands get bigger, hybrid roles can work. But only if they come with support, structure, and time. Not just an emoji and a prayer.
Clarity Isn't a Luxury
Take a minute if your crew is underwater or just treading harder than usual. Look at your handoffs. Your expectations. Your estimates. These breakdowns aren't about bad actors. They're about mismatched pace, unclear roles, and hopeful assumptions.
And if a PMs role has quietly grown from "project manager" to "project manager plus biz dev with a touch of client-therapist," you're not alone. But you do need to talk about it. Don't wait for burnout to file the feedback.
Need a spark to start the convo?
Watch the DPM-Biz Dev Crossover Series to see where things break down and how to get ahead of it.
Want to learn with other PMs and get better at your craft?
Join us this October for the Digital PM Summit in Portland!
Sales and delivery aren’t just neighbors. They’re in a serious relationship. And if one keeps making promises the other doesn't know about, it’s only a matter of time before things get messy.
So if your PMs calendar is starting to look like a losing game of Tetris, it might not be their time management. It might be the job growing without anyone else noticing. So add one more thing to your list of important to-dos. Talk about responsibilities with your team.