PV213 EIS in Practice: 02 – Starting with EIS 1 PV213 Enterprise Information Systems in Practice 02 – Starting with EIS

PV213 EIS in Practice: 02 – Starting with EIS 1

PV213 Enterprise Information Systems in Practice

02 – Starting with EIS



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Content of this presentation

Project processLead management and opportunity developmentBidProject calculations

Team establishmentRisk management

Next lessons


Who we are III?

Aleš Macek5 lessons in the course8 years of experience in field of IT (Siemens, Atos)Area of interest: Quality and project management, agileScrum MasterInternal Lean [email protected]


Project process

Lead Lead managementmanagementLead Lead managementmanagement OpportunityOpportunity developmentdevelopment

OpportunityOpportunity developmentdevelopment

Bid/offer Bid/offer preparationpreparation


Contract Contract negotiationnegotiation

Contract Contract negotiationnegotiation

Sales/B

idS

ales/Bid

Project won/lostProject won/lost

Go/No-GoGo/No-GoGo/No-GoGo/No-Go Bid decisionBid decisionBid decisionBid decision Bid approvalBid approvalBid approvalBid approval

Project openingProject openingProject openingProject opening ManufacturingManufacturingManufacturingManufacturing Customer Customer acceptanceacceptance

Customer Customer acceptanceacceptance

Execu

tion

Execu

tion

Project closureProject closureProject closureProject closure WarrantyWarrantyWarrantyWarranty

Warran

tyW

arranty

Project endProject end


Example project process – Sales


Example project process – Execution


Example project process – Warranty


Example project process 2

Lead vs opportunity


ContactContactContactContact

MarketingMarketing

LeadLeadLeadLead OpportunityOpportunityOpportunityOpportunity

SalesSales

Bid preparationBid preparationBid preparationBid preparation

DeliveryDelivery


Lead management and Go/No-Go decision

Lead generationAttracting possible customersCollecting of product-related information and ideas

Lead evaluation

Formal usually only in case of big investments

Lead Lead

managementmanagement

Lead Lead

managementmanagementOpportunity Opportunity

developmentdevelopment

Opportunity Opportunity

developmentdevelopmentBid/offer Bid/offer preparationpreparation


Contract Contract

negotiationnegotiation

Contract Contract


Sales/B

idS

ales/Bid

Go/No-GoGo/No-GoGo/No-GoGo/No-Go


Opportunity development and Bid decision

Clarification of possible solution – e.g. mockups Bid decision

Chances have to be evaluated (bid costs)Bid win rate is usually monitored

Lead Lead


Lead Lead






Contract Contract


Contract Contract


Sales/B

idS

ales/Bid

Bid decisionBid decisionBid decisionBid decision


Bid preparation

Bid preparationSolution designProject descriptionStrategyBid concept

Lead Lead


Lead Lead






Contract Contract


Contract Contract


Sales/B

idS

ales/Bid


Bid approval and contract negotiation

Different levels of management according to the project sizeComplex process usually supported by dedicated tools

Inputs for bid decisionEstimationRisks evaluationCalculation

Lead Lead


Lead Lead






Contract Contract


Contract Contract


Sales/B

idS

ales/Bid

Bid approvalBid approvalBid approvalBid approval

Project won/lostProject won/lost


New leads, opportunities, projects

Common ways how to get new lead/opportunity/projectKnown customerSales/management agreementRequest for information (RFI)/request for proposal (RFP)Marketing and networking (conference, reference)Interesting ideaLuck

Business case elaboration

Porter's Generic Strategies

X: Strategic strengthY: Strategic scope


Idea management

Scope definitionE.g. company portfolio

Idea gatheringProcess and tool supportBrainstorming

Idea evaluationIdea developmentBudget



Project calculation

Manufacturing costs personnelHWtravellingother

Risk factorWarrantyProfit


Team establishment

How would you select your team members?


Team establishment

To be consideredSpecializationExperienceCostsPersonality

Interviews and hiring


Risk management

RiskPossible negative deviation from target

OpportunityPossible positive deviation from target

“Each problem was a risk before it turned into a problem”


Continuous risk management

Mon

itorin

g

Minim

ization Prioriti

zatio

n

and selecti

on

Evaluation

Identification

As soon as possible


Project risks

Main project risk areasFeasibilityAvailable experienceMissing expenditure or costProject management, roles, processesPartners and subcontractors


Project risks


Risks in a company

Example risk check list/register structureTechnological risksProject developmental risksOrganizational risksSchedule risksEconomical risksLegal risksRisks from environmental influences on the project


Next lessons (1/3)

Project managementRole of project managementProject planProject controlling and reportingProject management supporting toolsService level agreementProject management qualificationsEstimations


Next lessons (2/3)

Quality assuranceRole of quality management and quality assuranceQA planDocument management + toolsReviewsProduct deviations and measuresISOCMMILean


Next lessons (3/3)

Development processDevelopment process in generalProcess tailoringWaterfallIterative and incrementalAgile developmentScrumExtreme Programming


Děkuji za pozornost.

Documents

PV213 EIS in Practice: 02 – Starting with EIS 1 PV213 Enterprise Information Systems in Practice 02 – Starting with EIS