OpenMedya ProjectOpenMedya Project

Transacca

Project TRANSACCA Project TRANSACCA

The goal of this project is to prepare you in the conduct of project, in realizing the execution of a service

Job focus on this training Project Manager Business Engineer Team Expert Consultant

Skills developedSkills developed Effective listening of the the customer , to perceive and understand what their needs and concerns

Team work

Conduct of an interview

Presentation to a client of a service offering

The execution of a commitment (deliverable)

Reunion CODIR | Vincent

Make workshop Make workshop activitiesactivities

Interview

Risk Management

Find Solutions

Contracts

Identify needs

Submission of a proposal

Customer relationship

Roles and Roles and responsibilitiesresponsibilities

Role Responsibilities Deliverables

Team Leader -Team Coordination and management-Client Relationship

-Proposal document-Executive overview

Business Engineer

-Business Plan-Plan the implementation of the solution

-Costing the price of the proposal-Payment schedule

Communication Manager

Communication and demonstration ( process illustration)

-Proposal presentation-Model

Solution Architect

-Technical and functional solution- Planning the pilot

-Pilot definition-Change and transformation management

The selected solution is the result of a team work (coordinated effort) All the members of a team commit to the selected solution (common look and feel) We encourage the exchanges of idea between the members of each team and between the teams Definition of the statutes of control of the team (decision- making, communication, role...)

Roles and Roles and responsibilitiesresponsibilities

Objectives-build client Objectives-build client relationshiprelationship

The selected solution is the result of a team work (coordinated effort) Appreciate the importance of first impressions and client perception. Understand techniques to manage client expectations and satisfaction. Learn how to identify opportunities while working on an engagement

Guidelines for effective Guidelines for effective listeninglistening

Structure of the Structure of the interviewinterview

Customer Requirement Customer Requirement AnalysisAnalysis

The selected solution is the result of a team work (coordinated effort) The customer doesn’t know what he wants The customer doesn’t explain his real needs The software engineer doesn’t understand the customer The customer doesn’t understand the software engineer What the customer wants today is not what he wanted yesterday... “he has changed his mind”.

Identify the Identify the stakeholdersstakeholders

The customer(s) The users The sponsor The developers The third parties Identify their roles and responsibilities Be oriented “Customer care”

Steps for assessing Steps for assessing Customer Customer

RequirementsRequirements

Requirements must Requirements must define every customer define every customer

expectationsexpectationsFunctional requirements What is the system for What the system will do, its useful functions

Non Functional requirements Performance, security, portability, confidentiality Find measurable criteria

25/06/11

Consult the catalog’s solutions of the company    NAVAL OCEAN SYSTEMS

Analyze what competitors offer

Look for elements of a solution in the databases accessible to the public

Find references of customers willing to share their experiences with other companies

Build one or more system models  studied.

Looking for solutionsLooking for solutions

TRANSACCA requirements to business value

Requirements Transformations Business value (Solutions possibles

Business value

Improvement of the inventory management (real time)

- provide a method- Information System(inventory management)

Lower cost ofstocks (450 millionUSD)

Bornes interactives

- Establishment of acontrol system- TransformationCorporate Network

Increased salesbusiness (12 millionUSD)

Increase the rateCustomer visits

- SystemCustomer Loyalty

Increased salesbusiness (12 millionUSD)

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The road to establish a

contract.

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Proposal contents

.

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Gaining commitment occurs before and throughout the

services engagement

Requesting a meeting with the

decision-maker upon identifying an

opportunity Asking for the order in a sales

presentation Negotiating change requests Gaining the client’s approval of a

major deliverable

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Gaining commitment, or closing, consists of two steps

First step : Suggest an action to

the client

Second step : Confirm the client’s

agreement to that action

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The success of a close is determined by the

effectiveness of the professional

Summarizing the key advantages

and benefits to the other person Formulating a strong close with the

correct choice of words Maintaining eye contact Handling objections effectively Being comfortable with silence while

waiting for “yes”

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The close is a question and the answer to which confirms that

the client has agreed to a course of action

Crafted in advanced

Very explicit

Rehearsed

Once asked, the professional:

Maintains eye contact

If an objection is raised, addresses it and asks for a conditional close

Waits for eyes

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lessons learned The individual and collective

attitudes Presentation

o Take the time to make introductions, treat the message (customer focused)

Solidarityo When the speaker is in trouble

the team should show solidarity by interveningwisely

o It will be perceived by customers as a token ofcohesion and strength of the team.

25/06/11

lessons learnedClient relationship

Earn interest and customer confidence by presenting the "hooks" (strengths) at the beginning ofpresentation

Establish the link between the customer objectives and the solution proposed

Listen to the client: take his remarks; show your ability to integrate his observations. Ask him to reformulate hisrequest.

• Talk to him about him

25/06/11

Let’s do it!