Your pilot proved the pilot

Proof-of-concept work is staffed, scoped and supervised in ways the full rollout never will be: which is why so many successful pilots turn into disappointing contracts.

By Steve 5 min read
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A pilot finishes on time, hits every agreed measure, and both sides sign a rollout. Six months later the same work is late, the margin is thinner than the model said, and the champion who sponsored it is quietly distancing themselves. Nobody lied. The pilot did what it said. The problem is that it measured a different job to the one now being delivered. This matters whether you are the one selling pilots or the one buying them. On the sell side, a flattering pilot sets a price you then…

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