Years ago I was involved in an undertaking that was very frustrating.  The person I reported to was making promises and commitments, but rarely achieved anything near what was suggested.  Over time, I lost interest in the project due to embarrassment and disappointment.  Whereas the underlying project was interesting and achievable, the misleading expectations that were created ultimately lead to the project being abandoned, despite its potential.

 As I look back at that episode I learned an important lesson: under promise and over deliver.  It is better to please than disappoint someone, as we tend to harbour disappointments for a long time.  Over delivering generates surprise and gratitude – you have done more than expected.

We are all far more eager to talk up rather than to downplay an opportunity.  Promising early delivery, significant improvements, amazing low cost, stunning quality is all great marketing, but it isn’t necessarily a good idea.  If the actual result will likely be less than promised; the achievement is depreciated in the eyes of the friend, customer or colleague.

 The consequence of over promising is that one’s reputation for reliability and integrity can be undermined.  In the longer term, what is more important, one’s reputation or a quick sale?  You may win the battle (getting the immediate reward), but lose the war (the next opportunity or a more sustained relationship with that person or client).  Eventually, earning the trust and confidence of others is what should really matter.

 Under promising means being very realistic about what can be delivered and then adding a margin for error.  Knowingly quoting a higher cost, later delivery date or lower performance and later actually surprising the customers, friend or colleague with a better result is a winning formula.  In the short run you may lose a few deals, friends or promotions, but in the longer run you will definitely gain an advantage of trust.  

 Having a reputation for integrity and honouring your word is priceless, and it bears huge dividends in the longer run. 

Reflection Source: www.Smallercup.org

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