Planning Smarter: Creating Blueprint-Quality Software Specifications

Part 4: Sales

1. What was the effect of client expectations set by sales?

   ____ Helped

   ____ Had no impact

   ____ Hindered somewhat

   ____ Hindered greatly

   Note: In the earliest meetings, either explicit or implied promises can create a set of expectations that make it hard for subsequent planners and developers to set reasonable expectations or to introduce effective change.

2. To win business, were unrealistic expectations of functionality, timeline, or budget set during the sales process?

   ____ Very unrealistic

   ____ Somewhat unrealistic

   ____ Not at all

   Note: Committing prior to analysis can be necessary sometimes to gain business, but it is obviously risky. It can ensure a death march project right from inception.