Agila kontrakt - Hur säljer vi in det till kunderna
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Hur vi kan få kunderna att föredra agila kontrakt? Talare är Tomas Björkholm från Crisp AB
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Agila kontrakt - Hur säljer vi in det till kunderna
- 1. Agila kontrakt • Tomas Björkholm – 0708-251632 – tomas.bjorkholm@crisp.se • Crisp – Scrum, Agile, Kanban & Lean coach/mentor – Hjälper företag bli effektiva – Tidigare IT-chef/konsultinköpare på Resfeber
- 2. 2 Fastpriskontrakt Detaljerad planering I början Dåliga (=låga) estimat Stress mot slutet Dålig kvalitet Missnöjda användare Oflexibelt Dyrt att ändra Fel saker utvecklas Stor oöverskådlig plan Tomas Björkholm ”Happy” estimering
- 3. 3 Fastpriskontrakt Lockpriser (gungor) Dyrt att ändra Saknar förtroende Har inte jobbat tillsammans tidigare Saknar insyn Saknar kunskap och möjlighet att styra Tomas Björkholm Jämföra offerter
- 4. 4 What do customers really want? Highest user value for lowest total cost over time Predictable delivery Tomas Björkholm 4
- 5. 5 Same examples for Agile contracts Tomas Björkholm 5
- 6. 6 Money for nothing and change for free Tomas Björkholm 6
- 7. 7 Money for nothing Tomas Björkholm 7 Value Time / Cost 80% 20% Hmm.. If after 20% of cost I reach 80% of value.. May I stop here? 36% Yes, if you pay 20% of the remaining contracted cost
- 8. 8 Change for free Tomas Björkholm 8 Contracted scoop new story May I do changes? Yes, if you remove something with less value of equal size
- 9. 9 But…. If the customer chooses not to change anything, it’s actually a fixed price contract But again. Flexibility is extra value for the customer which may result in willingness to pay more Tomas Björkholm 9
- 10. 10 Alternative: Build trust Tomas Björkholm 10
- 11. 11 Developer with a return policy Zero days termination of contract Build iterative to get proof of knowledge Build small incremental steps to make termination possible Tomas Björkholm 11
- 12. 12 Take decisions late Tomas Björkholm 12
- 13. 13 Step up to Agile contracts Tomas Björkholm 13 Money for nothing, change for free Developer with a return policy Agile contract
Editor's Notes
- American organizational theorist . Ackoff was a pioneer in the field of operations research, systems thinking and management science.
- 36% is 20% plus 20% of the remaining 80%. That is 20% + 20% * 80% = 20% + 16% = 36%
- Som agilt men utan trygghet för konsulten
- Internt
- Danska IT och telestyrelsen