I’ve recently been immersed in what could be the project of my career, and have not been focused on finding new work. With a new opportunity presenting itself, I have the perspective to compare my current activities with what has been business as usual over the last several years.
The current project is large, complex and technology-intensive, and I was engaged midway because there were serious challenges to be overcome. One way to look at the source of these challenges is over-promising on the part of the vendor. There is a natural tendency in the sales process for the client to desire a fantastic solution, and for the vendor to paint a fantastic picture of what they will deliver. This approach can lead to frustration and disappointment on both sides.
The new opportunity is relatively modest, more in line with CurrentDesign projects recently delivered. Embedded in the RFP is an indication that the client was seeking to extricate itself from a previous project where the client over-promised and under-delivered. Because of my current engagement, I sought collaboration to respond to the RFP. In discussions with the potential collaborator, it became evident that there was a inclination to blithely promise deliver without proven ability.
CurrentDesign is not particularly strong in marketing and promoting itself, relying on repeat business and word-of-mouth reference. This approach is based on focusing on client satisfaction after delivery rather than winning the initial contract, and is achieved by under-promising and over-delivering.