This material gives you a large benefit if you are non-Japanese software vendor who are aiming to start business with Japanese manufacturer. Many oversea software engineering supplier have been facing a lot of difficulties in explaining their software quality to those customers. This presentation simply explains what Japanese manufacturer expects from your presentation and evaluates your quality presentation.

1. How to Convince Japanese manufacturer
with your software quality
11/4/2016 Copyright 2016 Moriwaki Yuichi 1

2. So many oversea software companies
have been unsuccessful in convincing
Japanese manufacturers with their
software quality presentation
Why they fail?
Most of them simply recognize to
show their quality is to show the
result.
This is partially “Right”, but No
sufficient.
Here is the hint how you need to
consider when presenting your
quality to Japanese manufacturer.
11/4/2016 Copyright 2016 Moriwaki Yuichi 2

3. We can make smartphones.
Look! Here is the sample!
This is the concrete evidence!
Do you believe in it?
We are confident to
deliver high quality
products
This is the typical bad example of showing your quality level.
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4. The sample may be the one among 100
manufactured items.
We finally could make
one golden sample
while disposing 100
manufactured items.
Fact may be like this…
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5. This is the reason why only showing a result is bad.
- It is actually bad way to present your quality level, as people who know about
quality don’t do like this.
- Then how are those experienced people present their quality?
To show their precise production system.
The answer is
11/4/2016 Copyright 2016 Moriwaki Yuichi 5

6. “Production system” doesn’t only mean “production line”.
The production system implies;
1. Manufacturing process management
2. Machine & manufacturing equipment management
3. Molds & Jigs management
4. Tool management
5. Environment (Temperature, humidity and dust density) management
6. Material & ingredient management
7. Measurement equipment calibration management
8. Test & Inspection management
9. Procurement management
10. Stock/Inventory management
11. Packing management
12. Shipment inspection management
13. Training & education management
To see all of those details, you need to spend almost whole one day.
This is what manufacturer think of quality presentation.
11/4/2016 Copyright 2016 Moriwaki Yuichi 6

7. Same as the example,
To show software quality means to show the “production system”.
- What is the software production system?
Requirement
analysis
Specification
Definition
System
Design
Software
Design
Coding &
Testing
Integrated
Testing
- This shows the production system, but what we need to indicate is not like this when you
need to convince customer about the software quality.
- As indicated in the previous slide, you at least need to show how you manage software
quality.
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8. Design Review
ISSUE
Does this indicate how you manage your software quality?
How can we convince customer by only showing the above picture?
Do you explain like “the issue will be decreased as we do review”?
The customer will start asking “Why the review can decrease…, why…, why…” as the
customer doesn’t know about your review density, coverage, strength and sufficiency and
also how you manage those density to ensure software quality.
Comparing with the production system in manufacturers, it seems difficult to show software
production system, but it is possible.
How about this?
Feedback
& Request for
enhancement
Next
Step
11/4/2016 Copyright 2016 Moriwaki Yuichi 8

9. Precisely explain the process and show the mechanism of defect avoidance.
- Show your ingenious ideas to avoid errors and defects
- Explain how a lot of twists of thoughts and artifices are applied on each process and procedure
- Describe about issue occurrence prevention and defect outflow prevention
- Present how to implement new procedure
- Explain how those new processes and procedures are evaluated and enhanced
Medium and Large size manufacturers have production engineering (PE) division to pursue the quality
of product and productivity within a manufacturing process.
- They uses their past experience, knowledge, ingenuity and artifices.
- They define a process and a procedure and make them in a production manual and train people.
- To scale the efficiency they collect data to evaluate the new process and procedure and continue
pursuing better process to achieve zero defects and higher productivity.
This approach is know as KAIZEN and very common among Japanese manufacturer. Therefore if you
have to explain your processes like this, then they can be easily convinced.
☑ ☑ ☑ ☑Productivity
Quality ☑ ☑ ☑ ☑
Software Quality
11/4/2016 Copyright 2016 Moriwaki Yuichi 9

10. As you found the dots are caused by a
crow, you put a scarecrow or a roof to
prevent from a crow.
You probably got the points.
- First you have to find the cause of dots.
- You need enough analysis and investigation to conclude the
cause. If the analysis is insufficient the conclusion becomes
wrong.
- The cause may not be a single matter, it may be a result of
complexity within the process.
- Then you have to define the countermeasure idea.
- You need a clear idea of dots prevention process or plan.
- The idea should be verified with the conclusion of cause
analysis. (If the countermeasure perfectly removes the
cause?)
- You need to investigate the way to keep the the prevention
idea effective (it should last long and keep being maintained)
- Those ideas should be broken down to handbooks, manuals
and discipline to train people and to establish management
system.
As above by explaining the process and the management ideas, you
can indicate your product quality and customer will understand your
quality is properly managed.
After indicating those all information, your result report of dot free
paper delivery will be the evidence of the process.
Without showing those all process and management, if you only
present the result of record, it won’t work properly to customer.
Analogy of quality improvement process
Paper is the deliverable.
Dots on paper are bugs.
Those dots should be removed before
the delivery .
You have been trying to remove
those dots. Many people will take this
approach.
Even you have tried various kinds of
tools or methodology, but dots won’t
decrease. Increasing rather than
decreasing
Before rushing into bug removal, you
must find out the source of dots.
What creates the dots.
You find that a crow has been making
the dots.
11/4/2016 Copyright 2016 Moriwaki Yuichi 10

11. CONCLUSION
1. Give your low quality record in the past.
2. Give your cause analysis of those bad quality.
3. Give the precise logics how and what caused the quality.
4. Give the clear countermeasure on each cause.
5. Give how those countermeasure is managed and updated.
6. Give the actual result of improvement by applying those countermeasures.
All of those above 6 are mandatory. Nothing can be missed.
- Japanese manufacturer evaluates;
1. How you are open.
2. If you have enough brave to face the fact even if those are very severe and critical for
themselves.
3. If you are capable enough to analyze and find the cause with the correct way.
4. If your countermeasure is feasible.
5. If you consider “higher productivity” can be realized by applying quality improvement activities.
6. If you recognize software quality can be improved by better managed process rather than
1000’s of testing.
7. If you are capable to execute those series of quality improvement activities.
- And they also watch;
1. If the presentation slides are well arranged and considered.
(if the use of fonts, colors, charts, figures, etc. are simple. The context is clear.)
2. The time management of presentation.
(If you are punctual and well disciplined)
3. If you are always considering about customer’s mind.
(if your voice is loud and clear, words are proper, if you are paying sufficient attention on
customers response)
11/4/2016 Copyright 2016 Moriwaki Yuichi 11

12. END OF SLIDE
If you want further advice or consultation, please contact through linked in.
11/4/2016 Copyright 2016 Moriwaki Yuichi 12