I understand that this sort of situation might arise, especially in smaller companies that are still building institutional wisdom and are out of sync with the market. That said, is this really the case most of the time, to justify developing your entire strategy around it? As the sibling comments suggest, the greater the delta between expectations of the two parties, the less worthwhile the whole endeavor is. The parent comments suggest that the strategy to never disclose expectations pays off precisely because there could be a wide delta between the expectations, AND you're underselling yourself. I don't know enough about the industry to know how often these happen, to justify this approach.
