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The Implementation Gap

Implementation delays usually get blamed on delivery teams, but the real cause is almost always upstream, in what never transfers from sales when a deal closes.

  1. Part 1 of 3

    Why Implementations Overrun (And Why It's Rarely Delivery's Fault)

    Implementation delays usually get blamed on delivery teams, but the real cause is almost always upstream, in what never transfers from sales when a deal closes.

    Keith Johnson · Sep 15, 2026

  2. Part 2 of 3

    The Handoff Your Sales Team Isn't Giving Delivery

    A signed contract tells delivery what the customer bought. It doesn't tell them why, or who needs to be won over. Here's what a real sales-to-delivery handoff actually requires.

    Keith Johnson · Sep 22, 2026

  3. Part 3 of 3

    Scoping Before You Staff: Stopping Scope Creep Before It Starts

    Scope creep doesn't start mid-project. It starts in the sales cycle, in a document written to get a signature instead of protect a delivery timeline.

    Keith Johnson · Sep 30, 2026