Why pretend ?

Pretending because buyers believe that buying software is as complicated as making the next difficult improvement to their product or their factory? But it is just as complicated. It’s just complicated in different ways.

The statement of work (SOW) process is designed to respect that complexity, but not to over-respect it. And companies do over-respect it, even while they’re failing to address it themselves. They over-respect it when they choose to turn the specification of the system they’re buying over to outside experts. They would never make that mistake with their core business functions. They may choose their ball bearing supplier for its technical expertise and they may know nothing at all about how their ball bearings are made, but they would never expect a ball bearing supplier to tell them what they need those bearings to do.