Leading by example in legacy projects

One of the typical ways for agreeing to have project documentation in place is this:

  1. Customer voices the need for documentation (on a side note, product-based software companies are not considered in this discussion).
  2. Documentation team provides the estimates.
  3. Estimates are adjusted and approved.

This works well for new projects and new features in existing projects. On a side note, this also assumes that the people who give the final approval for documentation do understand why documentation is needed.

But what about legacy projects, the ones that are poorly documented or not documented at all? How do you convince the company (or the customer) that documentation is needed?

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