| ... what they want or need. More accurately, they don't know how to express it. You are in serious risk of losing that deal unless you break through here. Try a strawman, with itemized/terraced budget enhancements, and ask them if that's what they want. Give them a menu to pick from. It's an old management trick, but it works (that's why it's an old trick that's still around). Also, I'd seriously consider calling your sales guy back in. Re-negotiating contracts is his job. Scope creep without cost increase is the single biggest reason that IT projects fail or suffer cost over-runs (failure by another name). |
