Consider this?

How often has this happened to you?

What you have ordered gets delivered but is not quite what you expected? Have you ever considered why?

I have been in many meetings where it is clear that the business requirements for a new cloud solution are not well defined or understood. Over time, these requirements are turned into a proposal (always with caveats) and a quote.

Fast forward 6 months, the solution is up and running, but still in acceptance testing. Integrations are not completed, costs are higher than expected, the scope has changed. Nobody is comfortable.

How do you fix this disconnect? Any thoughts?