Not a very nice nickname for SAP is it?
I think its because there often seems to be massive blowouts in the eventual cost of implementation.
Its fair to say when it comes to features needed and cost projections for those features, the customer and the consultant rarely start on the same page.
The customer has certain expectations and rarely explains them completely and the consultant assumes the bits the customer left out. BIG MISTAKE.
I have found the only way to get it right is by doing bits at a time.
A customer sometime doesn't know what they want until they see what they don't want.
They need to be shown something before both parties know for sure they understand each other.
Having a customer sign off on a massive deal might make the salesperson look like a hero.
But completing something small, that the customer is happy with, before moving on to the next part will develop a relationship that won't end in name calling.