Nel mondo dello sviluppo software, i contratti non sono solo documenti burocratici ma veri e propri strumenti strategici per strutturare la comunicazione e l'interazione tra fornitori e clienti.

1. Contratti software:
leva strategica per il
business
Francesco Strazzullo

2. Pleasantries
Francesco Strazzullo
MD @ Claranet Italy

3. Conway's Law
“Any organization that designs a system (defined
broadly) will produce a design whose structure is
a copy of the organization's communication
structure.”

4. Definition of Contract
“a legal document that states and explains a formal
agreement between two different people or
groups”

6. Definition of Contract
Contracts are a core part of our communication
structure

9. Fixed Price / Fixed Scope

11. Fixed Price / Fixed Scope

12. Fixed Price / Fixed Scope
This is risk is converted in "contigency" that is paid
by the client.

13. Fixed Price / Fixed Scope
This contract could build "distrust" because is
always based on a "lie".

15. Time & Materials

16. Time & Materials

17. Time & Materials
In this kind of contract, the team don't make
promises, so there is no contingency but the result is
not guaranteed

18. Time & Materials
What happens if you get better?

19. Time & Materials

20. Money-back guarantee contract

21. Money-back guarantee contract

22. Money-back guarantee contract

23. Money-back guarantee contract
This contract build trust between us and the client

24. Pros/Cons/Fixes
Pros Cons Fixes
Clear Budget
Contingency Big Clients
Managing
Costs
Big Clients
Pros Cons Fixes
Indipendence
Cost
Structure
Need to
negotiate
Training
Pros Cons Fixes
No Risks
Difficult for
Juniors
Different
Prices
Justify your
time
T&M
Fixed Price/Scope Money Back

25. Handy’s Model of Organisational Culture
Power culture
• Control radiates from
the center
• Concentrates power
among few
Role culture
• Power drives from
a persons position
• Slow decision making
Task culture
• No single power source
• Power drives from
expertise
Person culture
• Power lies in each group
of individuals
• Success depends
on people

26. Fixed Price / Fixed Scope
Project Managers are the
center of power

27. Time & Materials
Skills is the real
power source

28. Money-back guarantee contract
Teams are the
center of power