OpenMedya Project Transacca
Project TRANSACCA  <ul><li>The goal of this project is to prepare you in the conduct of project, in realizing the executio...
Skills developed <ul><li>Effective listening of the the customer , to perceive and understand what their needs and concern...
Make workshop activities Interview Risk Management Find Solutions Contracts Identify needs Submission of a proposal Custom...
Roles and responsibilities <ul><li>Pilot definition </li></ul><ul><li>Change and transformation management </li></ul><ul><...
<ul><li>The selected solution is the result of a team work (coordinated effort) </li></ul><ul><li>All the members of a tea...
Objectives-build client relationship <ul><li>The selected solution is the result of a team work (coordinated effort) </li>...
Guidelines for effective listening
Structure of the interview
Customer Requirement Analysis <ul><li>The selected solution is the result of a team work (coordinated effort) </li></ul><u...
Identify the stakeholders <ul><li>The customer(s) </li></ul><ul><li>The users  </li></ul><ul><li>The sponsor </li></ul><ul...
Steps for assessing Customer Requirements
Requirements must define every customer expectations <ul><li>Functional requirements </li></ul><ul><li>What is the system ...
25/06/11 <ul><li>Consult the catalog’s solutions  of the company     NAVAL OCEAN SYSTEMS </li></ul><ul><li>Analyze what co...
TRANSACCA requirements to business value 25/06/11 Requirements Transformations Business value  (Solutions possibles Busine...
The road to establish a contract . 25/06/11
Proposal contents . 25/06/11
Gaining commitment occurs before and  throughout the services engagement <ul><ul><li>Requesting a meeting with the </li></...
Gaining commitment, or closing, consists of two steps <ul><ul><li>First step : Suggest an action to </li></ul></ul><ul><ul...
The success of a close is determined by the effectiveness of the professional <ul><ul><li>Summarizing the key advantages <...
The close is a question and the answer to which confirms that the client has agreed to a course of action <ul><li>Crafted ...
lessons learned  The individual and collective attitudes <ul><li>Presentation </li></ul><ul><ul><li>Take the time to make ...
lessons learned Client relationship <ul><li>Earn interest and customer confidence by presenting the &quot;hooks&quot; (str...
Let’s do it!
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Transacca presentation

  1. 1. OpenMedya Project Transacca
  2. 2. Project TRANSACCA <ul><li>The goal of this project is to prepare you in the conduct of project, in realizing the execution of a service </li></ul><ul><li>Job focus on this training </li></ul><ul><li>Project Manager </li></ul><ul><li>Business Engineer </li></ul><ul><li>Team Expert </li></ul><ul><li>Consultant </li></ul>
  3. 3. Skills developed <ul><li>Effective listening of the the customer , to perceive and understand what their needs and concerns </li></ul><ul><li>Team work </li></ul><ul><li>Conduct of an interview </li></ul><ul><li>Presentation to a client of a service offering </li></ul><ul><li>The execution of a commitment (deliverable) </li></ul>Reunion CODIR | Vincent
  4. 4. Make workshop activities Interview Risk Management Find Solutions Contracts Identify needs Submission of a proposal Customer relationship
  5. 5. Roles and responsibilities <ul><li>Pilot definition </li></ul><ul><li>Change and transformation management </li></ul><ul><li>Technical and functional solution </li></ul><ul><li>Planning the pilot </li></ul>Solution Architect <ul><li>Proposal presentation </li></ul><ul><li>Model </li></ul>Communication and demonstration ( process illustration) Communication Manager <ul><li>Costing the price of the proposal </li></ul><ul><li>Payment schedule </li></ul><ul><li>Business Plan </li></ul><ul><li>Plan the implementation of the solution </li></ul>Business Engineer <ul><li>Proposal document </li></ul><ul><li>Executive overview </li></ul><ul><li>Team Coordination and management </li></ul><ul><li>Client Relationship </li></ul>Team Leader Deliverables Responsibilities Role
  6. 6. <ul><li>The selected solution is the result of a team work (coordinated effort) </li></ul><ul><li>All the members of a team commit to the selected solution (common look and feel) </li></ul><ul><li>We encourage the exchanges of idea between the members of each team and between the teams </li></ul><ul><li>Definition of the statutes of control of the team (decision- making, communication, role...) </li></ul>Roles and responsibilities
  7. 7. Objectives-build client relationship <ul><li>The selected solution is the result of a team work (coordinated effort) </li></ul><ul><li>Appreciate the importance of first impressions and client perception. </li></ul><ul><li>Understand techniques to manage client expectations and satisfaction. </li></ul><ul><li>Learn how to identify opportunities while working on an engagement </li></ul>
  8. 8. Guidelines for effective listening
  9. 9. Structure of the interview
  10. 10. Customer Requirement Analysis <ul><li>The selected solution is the result of a team work (coordinated effort) </li></ul><ul><li>The customer doesn’t know what he wants </li></ul><ul><li>The customer doesn’t explain his real needs </li></ul><ul><li>The software engineer doesn’t understand the customer </li></ul><ul><li>The customer doesn’t understand the software engineer </li></ul><ul><li>What the customer wants today is not what he wanted yesterday... “he has changed his mind”. </li></ul>
  11. 11. Identify the stakeholders <ul><li>The customer(s) </li></ul><ul><li>The users </li></ul><ul><li>The sponsor </li></ul><ul><li>The developers </li></ul><ul><li>The third parties </li></ul><ul><li>Identify their roles and responsibilities </li></ul><ul><li>Be oriented “Customer care” </li></ul>
  12. 12. Steps for assessing Customer Requirements
  13. 13. Requirements must define every customer expectations <ul><li>Functional requirements </li></ul><ul><li>What is the system for </li></ul><ul><li>What the system will do, its useful functions </li></ul><ul><li>Non Functional requirements </li></ul><ul><li>Performance, security, portability, confidentiality </li></ul><ul><li>Find measurable criteria </li></ul>
  14. 14. 25/06/11 <ul><li>Consult the catalog’s solutions of the company    NAVAL OCEAN SYSTEMS </li></ul><ul><li>Analyze what competitors offer </li></ul><ul><li>Look for elements of a solution in the databases accessible to the public </li></ul><ul><li>Find references of customers willing to share their experiences with other companies </li></ul><ul><li>Build one or more system models   studied. </li></ul>Looking for solutions
  15. 15. TRANSACCA requirements to business value 25/06/11 Requirements Transformations Business value (Solutions possibles Business value Improvement of the inventory management (real time) - provide a method - Information System (inventory management) Lower cost of stocks (450 million USD) Bornes interactives - Establishment of a control system - Transformation Corporate Network Increased sales business (12 million USD) Increase the rate Customer visits - System Customer Loyalty Increased sales business (12 million USD)
  16. 16. The road to establish a contract . 25/06/11
  17. 17. Proposal contents . 25/06/11
  18. 18. Gaining commitment occurs before and throughout the services engagement <ul><ul><li>Requesting a meeting with the </li></ul></ul><ul><ul><li>decision-maker upon identifying an </li></ul></ul><ul><ul><li>opportunity </li></ul></ul><ul><ul><li>Asking for the order in a sales </li></ul></ul><ul><ul><li>presentation </li></ul></ul><ul><ul><li>Negotiating change requests </li></ul></ul><ul><ul><li>Gaining the client’s approval of a </li></ul></ul><ul><ul><li>major deliverable </li></ul></ul>25/06/11
  19. 19. Gaining commitment, or closing, consists of two steps <ul><ul><li>First step : Suggest an action to </li></ul></ul><ul><ul><li>the client </li></ul></ul><ul><ul><li>Second step : Confirm the client’s </li></ul></ul><ul><ul><li>agreement to that action </li></ul></ul>25/06/11
  20. 20. The success of a close is determined by the effectiveness of the professional <ul><ul><li>Summarizing the key advantages </li></ul></ul><ul><ul><li>and benefits to the other person </li></ul></ul><ul><ul><li>Formulating a strong close with the </li></ul></ul><ul><ul><li>correct choice of words </li></ul></ul><ul><ul><li>Maintaining eye contact </li></ul></ul><ul><ul><li>Handling objections effectively </li></ul></ul><ul><ul><li>Being comfortable with silence while </li></ul></ul><ul><ul><li>waiting for “yes” </li></ul></ul>25/06/11
  21. 21. The close is a question and the answer to which confirms that the client has agreed to a course of action <ul><li>Crafted in advanced </li></ul><ul><ul><li> Very explicit </li></ul></ul><ul><ul><li> Rehearsed </li></ul></ul><ul><li>Once asked, the professional: </li></ul><ul><ul><li> Maintains eye contact </li></ul></ul><ul><ul><li> If an objection is raised, addresses it and asks for a conditional close </li></ul></ul><ul><ul><li> Waits for eyes </li></ul></ul>25/06/11
  22. 22. lessons learned The individual and collective attitudes <ul><li>Presentation </li></ul><ul><ul><li>Take the time to make introductions, treat the message (customer focused) </li></ul></ul><ul><li>Solidarity </li></ul><ul><ul><li>When the speaker is in trouble the team should show solidarity by intervening wisely </li></ul></ul><ul><ul><li>It will be perceived by customers as a token of cohesion and strength of the team. </li></ul></ul>25/06/11
  23. 23. lessons learned Client relationship <ul><li>Earn interest and customer confidence by presenting the &quot;hooks&quot; (strengths) at the beginning ofpresentation </li></ul><ul><li>Establish the link between the customer objectives and the solution proposed </li></ul><ul><li>Listen to the client: take his remarks; show your ability to integrate his observations. Ask him to reformulate his request. </li></ul><ul><ul><li>Talk to him about him </li></ul></ul>25/06/11
  24. 24. Let’s do it!

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