Олена Петращук - When should you say “no” to your clients for starting development

1. When should you say “NO” to your
clients before the Project
Development?

3. Company model in IT industry
Incoming startups
( 5-10 engineers in
house), work with
platforms like Upwork,
short-term contracts
Outsourcing company
with a stable growth ( till
30 developers), looking
for a business model and
work on MVPs
Outsourcing company
with 50- 100
developers, privilege
contracts for
continuous
development/dedicat
ed team
Global outsourcing
companies
( +100 engineers) ,
stable growth,
privilege allocation of
dedicated teams/
outstaffing

4. When Discovery/BA should be payable?
1. when you have 30 % long-terms contracts
2. allocation of Middle/Senior specialists
3. BA/PM + 5 years experience
4. you have good reputation/ references on the local markets

5. Product Lifecycle: Discovery > MVP > Continuous Dev
Done in 2-6 weeks on average (depending on the feedback time and
size of the project).
Typical results include:
1. Full flow of the app logic (BPMN notation)
2. Interactive Prototype
3. Precise delivery plan and budget
DISCOVERY PHASE

6. Each and every successful Product on the market is
based on a creative of making our lives easier. But
making the world a better place itself doesn’t drive you
towards an epic win. Ice cold business logic does. So ask
yourself what kind of business are you building? But
beware of your most fearsome enemy - getting stuff
overcomplicated.
Build Business. Not a Dream

7. BPMN diagrams
WBS + Estimate
Project plan
Interactive UX Wireframes
Definition of our commitment
over the elements of the Project
10 % project budget = Discovery/Business Analysis

8. Basic Example

9. BPMN DIAGRAMS
BPMN (Business Process Model and
Notation) is the best way to outline
the clear logic behind your app. Great
UX can’t be build without clear biz
logic scheme.
Is done by Business Analyst with 10+
years of experience. Will find gaps /
suggest improvements in the biz logic.
Everybody on the same page

10. Continuous
Development
MVP
Results for selling projects without
Discovery/BA
1. Don't meet timelines and quality level
2. Don't provide your expertise
3. Continue work just with MVPs
4. Less long-terms contracts/ continuous development
5. Impossible rate increase/ profitability of company
6. Set up your areas of expertise

11. How It Should Work?

12. …. And How It Usually Does

13. Prioritization and qualification process
• Define your areas of expertise and pay prime attention for the relevant
inquiries
• Develop your partnership with other companies with other tech stack
and forward the requests to them / get your % bonus
• After proper qualification process, involve your specialist into the
selling process
• Sell consulting services/ instead proceed immediately with UX
prototyping

14. THANKS
FOR ATTENTION!