Managing IT Projects: How to Pragmatically Deliver Projects for External Customers

© The Author(s), under exclusive license to APress Media, LLC, part of Springer Nature 2023

M. DąbrowskiManaging IT Projectshttps://doi.org/10.1007/978-1-4842-9243-3_3

3. Delay As a Problem of the Sales Process

Marcin Dąbrowski¹  

(1)

Nowy Wiśnicz, Poland

 

You can't win. You can't break even. You can't even get out of the game.

—Ginsberg’s theorem

The reasons for generating delays on the project can be different, but as a simplification, we can divide them into two kinds. First, we have a well-documented classics, meaning delays created during the project execution. Secondly, there are delays that nobody talks about, those that have their origin in the decisions made during the sales process.

Examples of delays of the former type are as follows:

• Problems ...