Updated September 2026: in 2019 an offshore delivery lead questioned me on every item before a client call, expected me to fill in estimates that belonged to another colleague, and gave us thirty minutes to fix it all. I have rewritten it into advice on producing estimates under pressure before a client call.
The delivery lead wanted every status updated from my knowledge, although the estimates should have come from the offshore delivery contact's own assessment. He then criticised that colleague for not having estimates ready. The colleague explained the short turnaround and the limited information from onsite, but the lead would not listen. We had thirty minutes before the call.
Who should own an estimate?
The person accountable for delivering the work, supported by those who know its parts. A presales or solution person can structure and present estimates, but should not invent them. Saying so, politely, protects both you and the client.
What can you do in thirty minutes?
- Use a range, not a single number, with the main assumption behind it.
- Reuse a past estimate for similar work and adjust for known differences.
- List the unknowns that could move the estimate, so the client sees what is still open.
- Label it as indicative until the full assessment is done.
How do you present a rough estimate on the call?
Lead with the assumptions: "Based on the volumes shared so far, we expect six to eight weeks; that will firm up once we have the integration list." Clients generally accept an honest range with reasons far better than a precise figure that later changes.
How do you handle an angry delivery lead?
Focus on the task, not the tone. Agree who will produce which figure in the time available, and get going. After the call, raise the process issue calmly: estimates need time and inputs, and thirty minutes is not enough for a reliable one.
How do you avoid this next time?
Put estimate preparation in the plan from the start, with an owner and a date before the client call. Ask for the inputs early. Most last-minute estimate panics come from nobody owning the estimate until someone asks for it.