The conference room pilot as a technique

What a CRP is — a working, end-to-end demonstration of the client own process in a real environment, in front of the people who will use it, early enough to change the design — and what it is not, which is a demo. Why it works on concrete thinkers: a design document produces polite agreement, a work order completing on screen with their part number produces real objections. What it surfaces, and the commercial argument for selling it as risk reduction.