The Emotional Conclusion : Project Estimating (Part 4)

The emotional finale is here! Don’t worry, this isn’t about curling up in a ball and crying – we’ve already done that. This final installment of my series on project estimating is all about navigating the emotions of everyone involved and trying to avoid frustration.

If you’ve been following this blog series on project estimations, you’ve probably noticed one key theme: People. Estimating isn’t just a numbers game, it’s full of opinions and feelings. So, let’s dive into how emotions can sway our final estimates!

Partners or Opponents

There are many battle lines drawn when estimating larger projects.

• Leadership vs Sales Team
• Sales Team vs Project Team
• Agency vs Client
• Agency Bid vs Competing Bids
• Quality Focus vs Time/Financial Constraints
• Us vs Ourselves

It’s no wonder we all feel like we’re up against the ropes! Every round brings new threats – real or imagined. How will they react to the estimate? What will they consider an acceptable range?

To make matters worse, everyone involved brings their own personality into the ring. Some see negotiations as a game to be won. Others approach it as a collaboration toward shared goals. And then there’s the age-old playbook: start high, counter low, meet in the middle.

Planning the Attack with Empathy

Feeling pummeled while estimating? Tempted to throw in the towel? Don’t! The best estimates aren’t decided in the ring – they’re made by stepping back, planning, and understanding the perspectives of your partners.

Empathy is your secret weapon. It’s a tactical advantage. When you understand what motivates others, new paths emerge to meet eye to eye.

How do you wield empathy? By asking real questions. Don’t steer people to what you want, instead ask open-ended questions that encourage discussion. How does the budgeting process work? How will you report on the project? How do you handle unexpected changes? Even “this-or-that” questions can help: Do you prioritize on-time delivery or staying on-budget? Do you want quality, or just want to get it done? Let them be heard.

Studying the Playing Field

The good news? Things tend to get smoother over time. If you’ve gone a few rounds with the same group, you already know some of their preferences. But when it’s your first matchup, you’ve got to learn their style quickly.

With answers in hand, it’s time to plan your strategy. But check your ego – this still isn’t about you. It’s about finding the sweet spot where both sides feel like winners. Strategize for the win-win.

If they have a North Star, then determine what it takes to follow that journey. If budget is their weak point, consider ways to creatively trim without losing the project’s intent. If the timeline is the pressure point, then consider simplifying and phasing out the approach to deliver quick wins sooner.

Becoming a Champion

Victory isn’t about knocking your opponent out. It’s about both sides entering the ring as a team and excited to start. The client needs to feel understood, with clear expectations for the project. The agency needs confidence that it won’t constantly trade quality to remain profitable.

Things happen though. It’s inevitable. As in life, projects are imperfect. Things will go off-script. Partnerships are tested when hit hard by the unexpected. Were there contingency plans? Were changes handled properly?

True champions rise to the occasion. Even if the result is no longer ideal, your empathy and tactical questions can guide everyone toward the next best outcome.

Conclusion

Emotional tension almost always comes from a lack of communication. Expectations were not aligned and people felt unheard.

Everyone is different. Personalities will either mesh or clash, but recognizing this helps you bob and weave with precision.

Focus on partnership. Ask questions that foster understanding, and strategize to find a win for both sides. With empathy, clear communication, and a plan for the unexpected, you’ll look like a champion – even when things don’t go perfectly.

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If you are looking for a sparring partner who can bring out the best in your team, reach out to your Perficient account manager or use our contact form to begin a conversation.

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