The honesty problem.
WHAT THE SITUATION IS
A buyer wants something you cannot yet deliver.
WHAT THE TEMPTATION IS
To agree, and build it in time.
WHAT USUALLY HAPPENS
It takes longer, the customer is disappointed, and the relationship is damaged.
WHAT TO DO INSTEAD
Say what exists today, plainly.
WHAT TO SAY ABOUT PLANS
Only what is genuinely committed, with honest timing.
WHY
Roadmap promises are remembered as commitments.
WHAT TO AVOID SAYING
That it is coming soon That it is nearly ready That it will be there by their deadline
UNLESS
It is true and you would stake the relationship on it.
WHAT TO DO IF THEY NEED IT NOW
Tell them you are not the right choice yet.
WHAT THAT COSTS
A deal that would have failed.
WHAT IT PRODUCES
A buyer who returns when you are ready.
WHAT TO DO IF YOU DECIDE TO BUILD IT
Agree explicitly: what, by when, and what happens if it is late.
WHAT TO PUT IN WRITING
That, precisely.
WHAT TO CHARGE
Something, so the commitment is mutual.
WHAT TO AVOID
Building bespoke work for one customer at standard prices.
WHY
It consumes the capacity that serves everyone else.
