The story is familiar, the customer has been telling you for weeks, she can make the purchase decision. She calls you in for a final review and when you arrive you find a room of “Evaluating Committee” members.
Watching the US Congress, we know nothing really works well or fast in committees. So, our forecast just got shot because now you have to convince the whole committee. Anyone on the committee can veto the purchase.
You smile, but mutter “crap”, as you assess the damage. It will take you perhaps 2 weeks per attendee to get their support. In the mean time, your customer apologizes for being ignorant of the procurement process and your boss complains again about your forecasting accuracy.
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