> I suspect it took quite a bit of work by our project team to convince them to work this way. It probably did. I've seen a couple of organizations that did th

> I suspect it took quite a bit of work by our project team to convince them to work this way. It probably did. I've seen a couple of organizations that did this well, but the majority did not, unfortunately. In the end the sales guy will usually have received their bonus far before the project is over. I'm mostly amazed that companies like this can keep running for decades, but they do.