Trev Hunter said:
straight in the eye and just make something up.
lol. Reminds me of another story...
One day the manager comes to the Software Developer with a new project. The
Software Developer figures it'll take 5 months to do, but tells the Manager
6 months just to be on the safe side.
The Manager figures that the Developer built in a safety margin, so takes a
month off and tells the Sales manager it'll be ready in 5 months.
The sales manager turns around to the customer and says that the finished
product will be ready in 2 weeks.
This, in turn, reminds me of an incident in my working life. It took place
in the mid 1970s so we are talking history, but some things never change.
I was a Developer. We were bidding on a project that was rather complex.
There was only one other development company in the bidding. I gave the
customer an honest estimate that the project would take 12 months to
complete. (The salesman didn't get in the way because I talked directly to
the customer.) The competitor said they could complete it in 2 months. I
pointed out to the customer that this was an unrealistic estimate -- there
was no way it would be completed in that time.
The competitor got the contract.
After a year had gone by, the customer contacted us again saying that the
competitor was still working on the project -- it was buggy. They wondered
if we could take over that job and asked for an estimate as to how long it
would take to do a replacement project. As you might guess, I told them
that it would take me about a year. They, of course, balked. They said
that it couldn't possibly take a year because I had the existing 12 months
of effort by the competitor to base my work on.
The competitor promised that only a further 2 months of effort would be
required and the job would be done. They wondered if I could take over the
competitor's and finish it. I took a look at their solution and gave them
an estimate of 12 months. This realistic estimate was based on needing to
rip the existing mis-designed solution apart and really do it all over
again.
Again they decided to let the competitor "finish."
Another year later they _still_ didn't have a completed project. And so it
goes.
====================================
The Development company that lies and claims a low time estimate gets the
contract and can then extend it indefinitely. The company that is honest
about how long it will take doesn't get the work. Our sales staff learned
this lesson perfectly and in selling my services began to cut my estimates
to 1/3 to make them palatable to the customers.
Remember, the point of the salesman is to get the contract.