You and your firm convinced your prospects that you know what you’re doing and have done it enough to know the ins and outs to ensure a successful engagement. You did such a good job presenting your expertise that they believed you.

So you can imagine how disappointed they are when something comes up that delays completion or increases the cost. Your response that it couldn’t have been known ahead of time just doesn’t cut it. You said you’ve done this before and so you’re supposed to know what is likely to happen. When you don’t, they are disappointed. But why? How could they expect you to avoid or prepare for what was unknown?

This is where your expertise and planning will only go so far. All your prior experience just won’t be enough. So, what else is there to do?

Your limitation lies from where you view the engagement. When planning, your view is from the beginning, looking forward. You organize the most efficient and cost-effective manner to produce an exceptional result, on time and on budget. Then you set a schedule and monitor progress.

While viewing the job from the beginning is important, you also need to view it from the end and look backward. From that view, you should ask yourself (and others) what could go wrong that will prevent success, identifying all the problems and challenges you could face.

By doing this, you will know the critical factors that you don’t see while planning. You won’t be surprised by them, but will take precautions so they don’t occur, and be prepared to engage them immediately if they do.

This is evidence that you truly are experienced. This is how you demonstrate that you have done it before. This is how you make your clients glad they have you.