From the course: Project Management: Preventing Scope Creep

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Underselling customers leads to scope creep

Underselling customers leads to scope creep

From the course: Project Management: Preventing Scope Creep

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Underselling customers leads to scope creep

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- Okay, picture this. Your sales team is in the final stages of negotiating a major project with the customer. If it closes, this will be a big win, not just for the lead salesperson, but for the company as a whole. There's a lot riding on this opportunity. However, the customer is sitting on the fence. In other words, they're non-committal. What might your salesperson do to get the customer to move forward? Well, if the main sticking point is the project's price, the salesperson might offer to lower it. And in order to make the numbers work, some minor scope concessions are made. After a little bit of back and forth, the customer agrees to sign on the dotted line. Congratulations, the customer bought. Mission accomplished, right? Not so fast. The customer may have been undersold. A salesperson's win is not always a project manager's dream. Those minor scope concessions can plant seeds of discontent that result in…

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