Over-Optimistic Promises Hurting Industry.

• Jurisdiction: United States
• Date: 01 November 2000
• Author: Pitts, John

Many simulation and training companies fail to make deliveries on time

There is a legendary story that I think illustrates the mindset and philosophy that has, during the past decade or more, prevailed in the simulation industry.

Two brothers are squabbling over some leftover pie. Each brother wants a slightly larger slice, and neither wants to be cheated by the other. Just as one brother has gained control of the knife and is about to help himself to a more generous portion, the father arrives on the scene. In the tradition of King Solomon, the father suggests that whoever cuts the pie must give the other brother the option to select the piece that he wants. As would be expected, the brother wielding the knife cuts the pie in two pieces of equal size.

The moral of the story is simple: If the focus shifts from defeating the other to addressing the problem, everyone can benefit.

There are some parallels to this in the simulation industry. Too often in this industry, customers and suppliers face off with each other an environment that produces a winner and loser, instead of a win-win situation. This "me versus you" and "us versus them" mentality has led to problems. It has resulted in an industry that has been, I believe, "undermanaged."

Unbalanced Value Equation

The simulation industry has been facing a situation where the value equation is our of balance. In other words, our customers--quite normally and rationally--often ask for more than they are willing or can afford to pay. Budgets are tight and resources are scarce, so the military services simply are trying to get the most for their limited dollars. There's nothing wrong with this. After all, if I ask for the moon and the stars and someone commits to delivering me the whole universe, why would I refuse?

And therein lies the problem confronting the simulation and training industry: Too many companies are willing to sign up for the extraordinary expectations requested by...