Развитие бизнеса - это, прежде всего, настройка процессов. Эффективное взаимодействие между ролями и подразделениями увеличивает конверсию на этапе pre-sale и снижают операционные затраты - доказано сервисными IT-компаниями размером 30-100 человек.

1. Operations Audits and
Improvements
Corporate consulting

2. Founder
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www.it-tuning.com
Founder at IT-Tuning (www.it-tuning.com):
 Processes audits
 Quality Management System
implementation and improvements
 Custom corporate training and
implementation programs
 Strategic sessions facilitation
Co-founder at training center AdvanceIT
(advance.it-tuning.com) - advanced courses:
 Strategic Management
 Process Management
 Client Management
 Product Management
CTO at TEAM International
(www.teaminternational.com).
Sergiy Povolyashko
20 years IT experience
CMMI L3 implementation
Certifications:
 PMI PMP
 ISO 27001 ISMS

3. Services
 Operations audits + Custom Improvements
Programs
 Focus courses
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4. The niche
This is for you if you are:
 Fast growing company
 Transforming your business
 Looking for responsibility and manageability
 Tired of chaotic operations, micro and crisis management
 Concerned about processes bureaucracy
 Looking for better processes/operations efficiency
 Ready to change
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5. Operations Audits + Custom
Improvements Programs
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6. Operations Audits
Major goals:
 Identify REAL problems which block business growth or
hinder operations efficiency
 Define specific weak areas, processes
 Recommend improvements that work
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7. Operations Audits
How does it work?
Step 1: Initial discussion with management. Free
 Timing: 1-2 hours
 Scope: business model, org structure, major problems
 Result: scheduled 1-1 interviews for Auditor – Key Players
Step 2: 1-1 Interviews
 Timing: several 1 hour interviews
 Scope: talks with Key Players regarding problem areas;
processes, tools, artifacts review
 Result: Audit Report + Improvement Program Proposal
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8. Problem area N
Key Players opinions
Auditor judgement
Recommended Improvements
Operations Audits
Audit Report – prioritized list of problem areas.
Priority – degree of negative impact on business
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Problem area 1
Key Players opinions
Auditor judgement
Recommended Improvements

9. Operations Audits
Improvement Program Proposal – Program areas which
cover problem areas found at Audit stage.
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Program area 1-N
Training modules
Homework
Implementation workshop
2-4 modules per area; 3-4 hours
each module; customized
content; theory + practice
Homework at every module;
processes, templates, tools
improvements, implementation
and practical use
Deep homework review;
program area and
implementation Q&A; further
improvements

10. Operations Audits
How does it work?
Step 3: Improvements Program execution
 Timing: typically 4-8 modules, 1-2 months
 Scope: defined training and implementation modules
 Result: implemented improvements for problem areas
Step 4: Support session. Free
 Timing: 3-4 hours session 2-3 months after the Program
 Scope: Q&A, achievements, recommendations
 Result: refined processes, tools, templates, etc.
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11. Focus course
“PreContract”
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12. PreContract. Goals
Major goals:
 Increase conversion at PreContract phase
 Build effective collaboration Sales-Delivery
 Produce quick and accurate Proposals
 Build clear rules of the game Provider-Customer
 Define practical contractual conditions: deliverables,
acceptance, warranty, payments, work quality, etc.
 Remove waste at PreContract and further phases
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13. PreContract. Timing
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ContractProspect

14. PreContract. Timing importance
Временной контекст
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15. PreContract. Goals
We want:
 Better understand Customer’s needs
 In order to produce better Proposals
 Sell quickly
 Sell more
 Following up-sell and reputation increase
 Good margins, less costs
 Quick acceptance, little warranty support
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16. PreContract. Reality
We have in real life:
 Poor estimations
 Irrelevant or late Proposals
 Customer doesn’t see APPROACH to resolve THEIR goals
 Conflict of interests between Sales and Delivery
 Chaotic PreContract process
 Weak contractual conditions
 Acceptance problems and eternal warranty
 Lack of Customer oriented thinking
We loose Customers at PreContract
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17. PreContract. Results
Tools, skills and approaches:
 Established Project Initiation process
 Quick and relevant Approach to resolve Customer’s
needs with Proposal and Project Charter
 Identified effective communications and real
expectations
 Correct contract types selection
 Strong contractual documentation
 Clear and realistic acceptance and warranty conditions
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18. Rules of the
game definition
PreContract. Roles
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Lawyer
Delivery
Customer
Business
Sales

19. PreContract. Materials
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Good theory A lot of Practice
Works in real life “Just do it” principle

20. PreContract. Content
Module 1. Project Initiation
 Definitions
 PreContract phase anatomy
 Approach to project/service execution (Proposal)
 The rules of the game (Project Charter)
 Project Initiation Process
 Contractual documentation review
Module 2. Communications and Expectations
 Stakeholders identification and analysis
 Communications formats
 Meeting expectations at PreContract
 Expectations from project/service execution
 Effective communications
 Personal and project/service Visibility
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21. PreContract. Content
Module 3. Contract types. Characteristics and applicability
 Fixed Price
 Cost Reimbursable (T&M, DDC, etc.)
 Contract type selection. Practice and cases
 Process and Project Management at Fixed Price
 Typical problems and their resolutions (requirements, changes, risks)
 Project budgeting and payments
Module 4. Contractual conditions
 Contracts and Agile
 Acceptance and payments
 Warranty
 Disclaimers, Indemnifications
 Financial motivation for Provider and Customer
Course duration 16 hours
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22. Focus course
“Plan&Risk Classics”
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23. Plan&Risk Classics
Major goals:
 Produce correct and complete Work Breakdown
Structures (WBS)
 Improve estimation accuracy for efforts, time, budget
 Meet contractual expectations
 Manage risks reasonably
 Remove major risks and problems at initial phases
 Increase project/service profitability
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24. Plan&Risk Classics. Reality
We have in real life:
 Poor estimations, too big or too small
 Hardly explainable estimations on efforts, time and
budget
 Missed timelines and lost money
 Mysterious risk reserves
 Mess with risks, problems, force majeure
 Little really working risk response plans
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25. Plan&Risk Classics. Results
Tools, skills and approaches:
 Correct and complete WBS, which results into
 Correct effort, time, budget estimates
 Tools to compress schedules apart of Overtimes
 Definition of real risks based on project/service goals
 Implementing risk response plans into real life
 Selling risk management to Customers
 Behavioral patterns, problems and force majeure
applicability
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26. Plan&Risk Classics. Materials
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Good theory A lot of Practice
Works in real life “Just do it” principle

27. Plan&Risk Classics. Content
Module 1. Creating WBS, techniques
 Product and Project scope
 Work Breakdown Structure
 WBS creation techniques
 Requirements traceability
 Efforts estimations
Module 2. Transforming WBS into Schedule
 Schedule influencing factors
 WBS to Schedule evolution
 Gantt chart technique
 Network diagram
 Critical path, definition and importance
 Schedule compression techniques
 Performance forecasts, Earned Value Method, Burn up/down charts
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28. Plan&Risk Classics. Content
Module 3. Risk management classics
 Definition of real risks and their sources + Risk Management Plan
 Risks identification and Stakeholders involvement
 Risks analysis, Risk response strategies + Risk Register
 How to include strategies into project plans and contracts
 Risks monitoring and control
 Risk Management quality
Module 4. Advanced Risk Management
 Risk Management techniques for Agile
 Risk mitigation at Project Initiation and initial planning
 How to disguise risk response plans
 Risks, behavioral patterns, problems, force majeure
 Visual Risk Management
Course duration 16 hours
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29. Contacts
Email: sp@it-tuning.com
Skype: sergiy.povolyashko
www: it-tuning.com
www: advance.it-tuning.com
FB: advanceit.tuning
www.it-tuning.com
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