The pilot succeeded. The purchase order never came.

A pilot proves the work works. It rarely proves the organisation will buy, and the gap between those two things is where most trial programmes quietly leak margin.

By Steve 5 min read
Abstract bridge artwork for The pilot succeeded. The purchase order never came.

A pilot ends well. The output is good, the users are complimentary, the sponsor says the words every seller wants to hear: this has been really useful. Then nothing moves. Follow-ups get warm replies. Three months later the sponsor has a new priority, and the deal is filed under “revisit next year”. The instinct is to treat this as a closing problem: the pilot worked, so someone dropped the ball at the end. Usually it is not. A pilot answers the question does this work? A purchase answers a different…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

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.

More on Growth strategy

Scroll to Top