The reality of the competitive environment is that many times in the life of any business, one order is the key to moving to a next plateau. It may be taking a prize order from the competition, gaining a foothold in an account with long-term potential, or getting into a “last holdout” of an existing account.

To meet that need, a visiting executive sometimes makes a commitment that is over-reaching or under-researched in order to get the order. Often they are well within their rights in making the commitment; it’s just that the folks back home are in for a surprise. Welcome to The Reality Trap.

Written by Dennis Smith and originally published in 'The Project Management Best Practices Report', a reprint is now available here at CompanySmith.com

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