I'm sure other PMs have run into this issue, which is explaining the benefit of a PM to a client. Here's a typical question I hear: "Why am I paying extra for someone who is not involved in the analysis, design, development or support of my project?"
I've come up with a few responses to this:
a. You need someone to make sure each of the project's phases adhere to a certain level of quality
b. You need to talk to someone who is aware of all the phases and of the project's scope (as opposed to talking to 5-6 different people with different communication styes)
c. The PM ensures that the project is delivered on time.
d. Not client-facing responses: a PM allows other team members to focus on their work. The person also manages the budget and scope (what client wouldn't mind a project going out of scope and not having to pay for it?).
I found an excellent and related thread here: What value do project managers provide a software development team?
However, I'm looking to see how other PMs have dealt with this from an external client facing perspective, i.e. how do you relay the benefits to a client directly?
Note: I'd like to add that this hasn't been a problem for larger, complicated projects. But when the stakeholders are few (1 to 2) and the budget isn't that large, this seems to come up more often