In this chapter, the book explores how expectations—whether from leadership, customers, or teams—can create pressure that distorts decision-making. Organizations often prioritize meeting expectations over achieving real progress, leading to misleading success metrics and unproductive efforts. The key takeaway is that businesses must set transparent, realistic goals and focus on delivering value rather than just appearances.

In This Chapter: Why Expectations Can Be a Trap

In many organizations, success is often measured by how well projects meet initial expectations rather than their actual impact. This can create a dangerous cycle where:

  • Teams prioritize appearing successful instead of making meaningful progress.
  • Leaders push for predictability over adaptability, ignoring valuable feedback.
  • Success is judged based on internal reports rather than customer value.

When expectations become more important than real outcomes, businesses risk wasting time, money, and opportunities.

How Businesses Mismanage Expectations

  1. The Watermelon Effect – Many projects look green (successful) on the outside but are red (failing) on the inside. Organizations often report progress that sounds good but doesn’t reflect real value.
  2. Overpromising & Under-Delivering – To satisfy stakeholders, businesses may set unrealistic goals that cannot be achieved, leading to disappointment and frustration.
  3. Rigid Planning – Organizations that stick too strictly to initial plans may ignore new insights, refusing to adjust course even when evidence suggests a better path.
  4. Focusing on the WrongMetrics – Some companies measure project completion rates or budget efficiency instead of customer impact and long-term success.

How to Overcome Expectation Traps

  • Set Transparent and Realistic Goals – Rather than committing to unrealistic deadlines, businesses should focus on achievable milestones based on actual data.
  • Communicate Progress Honestly – Instead of just reporting success, teams should highlight challenges and adjustments to ensure alignment with reality.
  • Shift from Predictability to Adaptability – Instead of sticking to fixed expectations, businesses should be open to adjusting strategies based on new insights.
  • Measure What Truly Matters – The focus should shift from internal progress reports to real customer impact and business value.

Final Thoughts: Managing Expectations the Right Way

Instead of chasing unrealistic expectations, businesses should:

  • Emphasize progress over perfection.
  • Be transparent about challenges and necessary changes.
  • Prioritize value creation over looking successful.

By managing expectations effectively, organizations can ensure that progress is real, not just an illusion, and that every effort leads to measurable, meaningful success.