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Making commitments

Two camps can be observed regarding planning and commitments. Camp One believes that the only way to succeed as a development organization is to over-commit to the customer. Phrases such as, "We agree to crazy schedules because we are customer-focused;" "We must promise more than we can do so that we can win sales;" "It's not realistic to make realistic commitments;" "We tell management what they want to hear;" and "The business climate makes us over-commit" are used to explain their position. Customer satisfaction is cited as the primary motive for these actions.

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