Trials are difficult to control and time consuming. Unfortunately, customers sometimes insist on them. When they do, make sure they are aware of the costs of doing the trial. An evaluation must be positioned as a material step toward a significant partnership. Use this discussion to further qualify your customer. Simultaneously work to establish a set of clear-cut criteria that are in line with the value your solution can deliver.

Once you have negotiated the commercial terms and the business value of the pilot, engage with gusto. Use the special short-term project management techniques described within this chapter to complete the trial. Create a compelling way to present the positive results of the trial and use that to move to a close for the overall project.