Happens all the time, and usually ends up in disaster. Not willing to test means that don't know or care, and you are throwing darts blindfolded hoping to luck into what they imagine they want. I've been on projects customer would say, "I don't need to see it, I know you're going to blow us away!" You do your best but it never ended well.

The best is when the team delivers 100% what was specified on the Jira items, do the demo after several failed attempts to get feedback and then they state that "it is nice but not really what we want".

> They might feel that that's your job.

If a customer isn't committed to the project, then I'd worry about committing to it as well. Even if the contract guaranteed I'll get paid, there are few things as demoralising as a project falling over because, once push came to shove, the customer didn't even have the manpower to deploy your product. Those are usually the same people who would do the evaluation, so with my experience, as an employee, if they're not there, I'm going to look for a project where they are — regardless of how confident sales might be.