Transcript
An experience on how Scrum helped the customer collaboration in a Fixed Price project
1
AGILE FIXED PRICE
@giulioroggero @marcocalzolari
August, 10 - 2014
a phone call…
“Can you send me an offer all-fixed for the
20th of August?”
Here is the 17 pages Request for Offer…
Gulp :-O
Critical Points• Understand the client requests from
the RfO• Estimate time and cost properly
without the team support• Reduce the risk to fail• The Client is not an easy one, it’s a
public company
7 Clients Types
• Commander: "I control everything"• Urgent: "... then you're done? I need it now!”• Not involved: ”it’s not my business"• Collaborative: ”cool, we work together!"• Undecided: "what do you suggest me? What if we
... "• Delegator: ”they told me that may be we are late"• Gold plater: ”can you add also that? "
Clients have
Needs and Problems
Earn, save,protect
Meet the customers needs
Innovate, create, invent
How to satisfy them?
Use Superpowers!
A superpower is an uncommon ability that helps the hero to solve problems that seem impossible for common people
7 Superpowers
1. Telepathy2. Zen Patience3. Super Resistance4. Teleportation5. Super focus6. Faster than light7. Time Machine
I’m joking :-)... but
Ultimate super power is…
“Customer collaboration over contract negotiation”
3rd value of agile manifesto
What does it means?
Share the risk
www.agilereloaded.it
We row all in the same direction
The (real) 7 superpowers we used
in this Fixed Price Project
… and not only
1 – Identify the real goals of your Client2 – Align Client goals with the Customer (end user) goals
How we can collaborate?low Alignement between Client and Customer Goals high
low
Con
stra
ints
hig
h
We are a great team but doesn’t deliver
High collaborationContinuous fighting and scope change
Why we are doing this project?
External Suppliers
Expo2015
App Key Features Identification
App Development Move in Lombardia
Go to Expo2015
Adv
Web Site
Totem Commuters
Tourist Expo2015
Datacenter
Trenord
Customer Care
App Expo 2015
App DevelopmentApp PromotionCustomer care
App Maintenance
Ticket salesImprove Trenord Brand
Improve Trenord Sentiment
Business Model Canvas – App Expo 2015Customer Relationship
Partners Value Proposition
Customers
Channels
Revenue StreamCost Drives
Key Activities
Key Resources
Estimate the complexity
• Share how the cost structure of the project has been estimated
• Use more estimation techniques• Keep things simple as possible
Three-point estimation (PERT)
Probability
Estimated Cost
B
ML
W
Average
Planning Poker
3 - Share the vision
Personas and Customer Journeys
• Write down customer questions and then try to answer• Identify proto-persona to help the Client impersonating
the Customer• Touch the product, a pretotype
Examples of questions for a Trenord Customer
“When the next train to Varese will start from Cadorna?”
“Is my train in late?”
“All train lines are ok?”
Personas, un metodo efficace
@marcocalzolari
Proto personas
Customer journeys
Story board workshop
4 - Start to touch something as soon as as possible
• From paper to product increment• Keep the quality high (if doesn’t work we don’t show
it at the demo)• Feedback loop, every two weeks a demo• Continuous delivery in beta• Continuous product backlog refinement
In the offer
Sprints and Releases
Continuous Delivery
5 - Separate the formal contract part from Scrum
Contract highlights
1. Scope, Cost and Time2. Constraints and Assumptions3. Responsablity and guarantee4. Acceptance Criteria5. Change request management6. Go-live support and maintenance7. Intellectual property, know-how and source
code
6 – Face problems and say “no” if you are not adding value to the customer
The more early arise the problem the best is!
7 – Be reliable
Keep your promisesDon’t create false expecations
7 - … communicate …
EmailTelphone
Face to face
7 - … and celebrate the success
… 6 months after
What we learned
Client
Reach business targets
Supplier
Earn money
“Understand why the Client needs your help is
the first step for a collaboration.”
Your superpowers?
Thanks to
@giulioroggero @marcocalzolari
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