[Bertio]

Customers love to be lied to; in a recent set of presentations I was favoring the vendor who was presenting reality but the winner chosen by the business evaluators was the vendor who brought in the glossiest presentation and glossed over the complexities and the frightening part expressed a comfort with ever changing requirements. They were put off by the vendors who boasted about zero change requests and making their timelines but liked the vendor who proposed a fantasy timeline with no promises.