The pilot worked. It was staffed by the two people you can’t clone.

A successful pilot is often the weakest evidence in the pack, and the number most rollout pricing quietly gets built on.

By Steve 5 min read
Abstract bridge artwork for The pilot worked. It was staffed by the two people you can’t clone.

A pilot comes back clean. Delivered on time, inside the estimate, client delighted, a quote you can use. The rollout is approved on the strength of it, priced off the pilot’s apparent cost per unit, and eleven months later the same work is late, thinner and barely above break-even. Nothing was misrepresented. The pilot simply measured something other than what everyone assumed it measured. This pattern shows up wherever a business tries to scale a delivery model: a new service line, a first site of a multi-site rollout, an enterprise…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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