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Field Notes

Partner Alignment

Results in Managed Expectations

“Underestimate and overachieve.” This is an often-repeated business saying that has a handful of naysayers who argue that going “above and beyond” to please customers is a waste of effort. But it has worked well for me, both professionally and personally. So I’m sticking with it.


Alliance stakeholders develop and hold expectations around several key areas, including people, money, time, executive involvement, contingencies and priorities, amongst others.


With input from all stakeholders a Plan of Record provides the alliance team with a methodology and tool to model a range of estimated outcomes.


The value of this modeling work goes beyond generating a statement of expectations. The discussion and debate that produces a plan to manage expectations will contribute to the development of a resolution process that will address specific issues as they arise.

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