In Great Demo! Workshops, we discuss the importance of Critical Dates in reducing the likelihood of “No Decision” outcomes. (A Critical Date is a date by when the customer needs to have solution in place – and the driving force for that deadline.)
We note that externally-driven Critical Dates may be more compelling than internal ones.
For example, an upcoming audit by a regulatory agency will likely have more impact than missing an internal project deadline… One way to measure and compare is to ask the question, “What bad thing happens if you miss the date…?”