§4.5 · DECIDING · 4 MIN READ · EDITION 1.0
Building support without overselling the technology
Durable sponsorship comes from a credible, bounded claim tested on real evidence — not from a demo that promises more than the validated capability can deliver.
An impressive demo on curated examples creates expectations the production system cannot meet on messy real evidence; the resulting disappointment is harder to recover from than a modest, honest start.
State the baseline, the measured improvement, and the remaining limitations together when presenting results — a claim without its limitations is a claim leadership will eventually distrust.
PUT THIS INTO PRACTICE
- 01Present the baseline and the measured result together.
- 02State limitations alongside improvements, every time.
- 03Avoid demos on curated examples as the basis for a go/no-go decision.
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§4.5 · Edition 1.0 · Building support without overselling the technology