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Re: The Ebb and Flow of Leads

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Mark Suszko
Re: The Ebb and Flow of Leads
on May 1, 2013 at 3:35:24 pm

I see a longstanding trend in our sector, it involves the approaching end of a budget period and the clients find they have reserved some money that hasn't yet been spent. If they don't spend it, the higher-ups will automatically assume the group can get by with that much less next year, and cut the budget by that amount.

So, the approach of the fiscal end-of-year tends to get some projects off their launching pad that have sat around for a while, just to spend the money. These projects, I find, tend to have the most problems in production, due to less lead time for planning, and a lower overall level of commitment from above.

Of course, we work as hard on these as we do on anything else, but the feedback is often less. I don't want to say any of these latecomer projects are not done earlier because they not worth it - a cynic might say that, but, that's not really the case.

Really, it's more about having a longer list of very appropriate and relevant "wants" than the resources will ever allow you to produce, so the prioritization can be somewhat cruel. It doesn't mean the project that just missed the cut for funding isn't also a legitimate and important piece of work. Just that you can't save them all when the house is burning down around you. Hopefully, the ones that missed the cut this year get first try next fiscal year.

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