If We Just Do This, We'll Get More Work
This is not technically an Agile cliche. It's more the telltale mating call of your your mid-level manager and/or account rep. Do not put up with this bullshit. If your project manager is the one making these promises, run. Get them off your project or get off the project because it won't end well. You don't want to be a part of someone else's CLM (career limiting maneuver).
Ask to see the new contract. Ask to see the new statement of work.
If you miss a deadline the stakeholders will want to know when you can deliver. Expect nothing less of the account people and the mid level managers. Where's the new statement of work?
This does not come lightly. Many times that I've heard, "if we can just do this we'll get more work." Again and again it's used to compromise the team. It's used to get team members to work late, to do everything except proper project management.
Despite hearing this many times, the number of times it's gotten those teams more work can be counted on zero fingers. Why? Because it's usually said when the team is behind or under pressure. Accepting more responsibility will only make the situation worse.
Sometimes the request is subtle. "Someone made a mistake. We need to shorten the deadline." "Well, we didn't catch this in discovery. Let's just do it now and not charge them for it." By the way, "...not charge them for it..." is code for "Let's not extend the deadline. You need to volunteer to fix it. Any expense is coming out of the company's margin." These excuses are bullshit. Act like a professional. Analyze the impact on the project. Discuss it with the client and make an informed decision.
Ever notice that everything is about profit, until management needs to find extra resources? Then it's about compromise. Don't do it.
I've seen this at the corporate level and the agency level. It's not the accounts people or the mid-level manager's fault. They have few levers to pull. They do not trust that you'll deliver anyway. Why not make these little side promises or implied contracts? They rarely, if ever, lead to new work, but no one's tracking broken promises. And along the way your team is compromised. Don't allow it.
Ask to see the new contract. Ask to see the new statement of work. Unless there is actual new work offered, you have to protect the current project.
Remember, any change to a project needs to be examined in the context of project design. Changes require the same scrutiny you gave the initial project design. This is why the process of working through the project artifacts should be automated.
The answer to any change request is "we'll get back to you." Then follow through. Get back to them with the effect on the schedule, the effect on the budget, the effect on resourcing, and the change in risk. Then everyone involved can make an informed decision.
Your job is to deliver on time and on budget. That is what will generate new work. Success breeds success. Side deals and promises will ultimately make the client disappointed. Do not do it.
