MATCHING SOLUTION TO CUSTOMER REQUIREMENTS
Now that your prospect is interested in your solution and you are working together to structure the engagement, ensuring you are meeting their requirements keeps everyone from wasting resources. You want clients excited about using your solution. When there is a mismatch or not enough time spent scoping beforehand, dread creeps in, as well as a loss of confidence that they were right in choosing you. Knowing how to scope a project to meet a customer’s requirements is as important as being able to deliver the actual solution.
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WORKING WITH VENDOR AND CUSTOMER TEAMS
Any successful engagement involves multiple teams. It takes experience and expertise to work with sales, product development, support, IT, business, training, services, etc. This is the only way to estimate and structure the project, positioning it for success.
WORKING MANAGERS VS DEDICATED MANAGERS
You now need a formal implementation department but you are not exactly sure how to structure it. If you over-staff the management layer it drives up the overhead to run the department and cuts into project margins. If you don’t have enough management, projects may not get structured properly or won’t be managed properly on a day-to- day basis.
INCREASE PROJECT MARGINS AND CUSTOMER SATISFACTION
One of the best ways to increase project margins as well as customer satisfaction is to provide “packaged service offerings” that are reproducible. As you provide these services over and over again you are able to provide them in the most cost-effective manner and are able to avoid common risks that may arise in one-off projects. From my experience, there are various generic solutions that are ideal from a reproducibility standpoint (such as an Installation Package, Starter Package, Mentoring Package, System Audits/Health Checks, etc.). You can also focus on solutions that are more business process-oriented such as Invoice Process OCR Automation and others. Additionally, you can look at line of business solutions such as Insurance (P&C) Claims, Medical Claims, and Mortgage. Finally, you can look to create solutions that address gaps in your standard product offering. I have created a variety of Packaged Service Offerings solutions and know how to structure this type of engagement for maximum benefit to all parties.