I came across the term “strategic misrepresentation” while reading The Art of Thinking Clearly by Rolf Dobelli. It describes something I’ve witnessed many times in my life.

Suppose you apply for your dream job. You buff your resumé to a shine. In the job interview, you highlight your achievements and abilities and gloss over weak points and setbacks. When they ask if you could boost sales by 30% while cutting costs by 30%, you reply in a calm voice: ‘Consider it done.’ Even though you are trembling inside and racking your brain about how the hell you are going to pull that off, you do and say whatever is necessary to get the job. You concentrate on wowing the interviewers; the details will follow. You know that if you give even semi-realistic answers, you’ll put yourself out of the race.

Imagine you are a journalist and have a great idea for a book. The issue is on everyone’s lips. You find a publisher who is willing to pay a nice advance. However, he needs to know your timeline. He removes his glasses and looks at you: ‘When can I expect the manuscript? Can you have it ready in six months?’ You gulp. You’ve never written a book in under three years. Your answer: ‘Consider it done. Of course you don’t want to lie, but you know that you won’t get the advance if you tell the truth. Once the contract is signed and the money is nestling in your bank account, you can always keep the publisher at bay for a while. You’re a writer; you’re great at making up stories!

I was grateful to encounter this label because it describes a huge problem in the technology industry. But there are ways to guard against it.

In many cases, strategic misrepresentation is harmless. However, for the things that matter, such as your health or future employees, you must be on your guard. So, if you are dealing with a person (a first-rate candidate, an author or an ophthalmologist), don’t go by what they claim; look at their past performance. When it comes to projects, consider the timeline, benefits and costs of similar projects, and grill anyone whose proposals are much more optimistic. Ask an accountant to pick apart the plans mercilessly. Add a clause into the contract that stipulates harsh financial penalties for cost and schedule overruns. And, as an added safety measure, have this money transferred to a secure escrow account.