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_4

4. The Scope As a Problem of the Sales Process

Marcin Dąbrowski¹  

(1)

Nowy Wiśnicz, Poland

 

If it looks easy, it's tough… if it looks tough, it's near impossible.​

—Stockmayer's Theorem

Defining the scope of the project during the sales process is quite a challenge. The process is often complex, complicated, and tedious. It obviously depends on the client, the systems used, work environment, business processes, organizational structure, and first of all, on the particular stakeholders’ expectations. The scope of the project also directly depends on the supplier’s readiness, meaning the ...