Upload
hubert-sydney-potter
View
232
Download
7
Tags:
Embed Size (px)
Citation preview
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 2
PV213 EIS in Practice: 02 – Starting with EIS 3
pekne, uz jsem se v tom trochu ztracel... :-)pekne, uz jsem se v tom trochu ztracel... :-)
PV213 EIS in Practice: 02 – Starting with EIS 4
Content of this presentation
Project processLead management and opportunity developmentBidProject calculations
Team establishmentRisk management
Next lessons
PV213 EIS in Practice: 02 – Starting with EIS 5
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]
PV213 EIS in Practice: 02 – Starting with EIS 6
Project process
Lead Lead managementmanagementLead Lead managementmanagement OpportunityOpportunity developmentdevelopment
OpportunityOpportunity developmentdevelopment
Bid/offer Bid/offer preparationpreparation
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
PV213 EIS in Practice: 02 – Starting with EIS 7
Example project process – Sales
PV213 EIS in Practice: 02 – Starting with EIS 8
Example project process – Execution
PV213 EIS in Practice: 02 – Starting with EIS 9
Example project process – Warranty
PV213 EIS in Practice: 02 – Starting with EIS 10
Example project process 2
Lead vs opportunity
PV213 EIS in Practice: 02 – Starting with EIS 11
ContactContactContactContact
MarketingMarketing
LeadLeadLeadLead OpportunityOpportunityOpportunityOpportunity
SalesSales
Bid preparationBid preparationBid preparationBid preparation
DeliveryDelivery
PV213 EIS in Practice: 02 – Starting with EIS 12
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
Bid/offer Bid/offer preparationpreparation
Contract Contract
negotiationnegotiation
Contract Contract
negotiationnegotiation
Sales/B
idS
ales/Bid
Go/No-GoGo/No-GoGo/No-GoGo/No-Go
PV213 EIS in Practice: 02 – Starting with EIS 13
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
managementmanagement
Lead Lead
managementmanagementOpportunity Opportunity
developmentdevelopment
Opportunity Opportunity
developmentdevelopmentBid/offer Bid/offer preparationpreparation
Bid/offer Bid/offer preparationpreparation
Contract Contract
negotiationnegotiation
Contract Contract
negotiationnegotiation
Sales/B
idS
ales/Bid
Bid decisionBid decisionBid decisionBid decision
PV213 EIS in Practice: 02 – Starting with EIS 14
Bid preparation
Bid preparationSolution designProject descriptionStrategyBid concept
Lead Lead
managementmanagement
Lead Lead
managementmanagementOpportunity Opportunity
developmentdevelopment
Opportunity Opportunity
developmentdevelopmentBid/offer Bid/offer preparationpreparation
Bid/offer Bid/offer preparationpreparation
Contract Contract
negotiationnegotiation
Contract Contract
negotiationnegotiation
Sales/B
idS
ales/Bid
PV213 EIS in Practice: 02 – Starting with EIS 15
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
managementmanagement
Lead Lead
managementmanagementOpportunity Opportunity
developmentdevelopment
Opportunity Opportunity
developmentdevelopmentBid/offer Bid/offer preparationpreparation
Bid/offer Bid/offer preparationpreparation
Contract Contract
negotiationnegotiation
Contract Contract
negotiationnegotiation
Sales/B
idS
ales/Bid
Bid approvalBid approvalBid approvalBid approval
Project won/lostProject won/lost
PV213 EIS in Practice: 02 – Starting with EIS 16
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
PV213 EIS in Practice: 02 – Starting with EIS 17
Idea management
Scope definitionE.g. company portfolio
Idea gatheringProcess and tool supportBrainstorming
Idea evaluationIdea developmentBudget
PV213 EIS in Practice: 02 – Starting with EIS 18
PV213 EIS in Practice: 02 – Starting with EIS 19
Project calculation
Manufacturing costs personnelHWtravellingother
Risk factorWarrantyProfit
PV213 EIS in Practice: 02 – Starting with EIS 20
Team establishment
How would you select your team members?
PV213 EIS in Practice: 02 – Starting with EIS 21
Team establishment
To be consideredSpecializationExperienceCostsPersonality
Interviews and hiring
PV213 EIS in Practice: 02 – Starting with EIS 22
Risk management
RiskPossible negative deviation from target
OpportunityPossible positive deviation from target
“Each problem was a risk before it turned into a problem”
PV213 EIS in Practice: 02 – Starting with EIS 23
Continuous risk management
Mon
itorin
g
Minim
ization Prioriti
zatio
n
and selecti
on
Evaluation
Identification
As soon as possible
PV213 EIS in Practice: 02 – Starting with EIS 24
Project risks
Main project risk areasFeasibilityAvailable experienceMissing expenditure or costProject management, roles, processesPartners and subcontractors
PV213 EIS in Practice: 02 – Starting with EIS 25
Project risks
PV213 EIS in Practice: 02 – Starting with EIS 26
Risks in a company
Example risk check list/register structureTechnological risksProject developmental risksOrganizational risksSchedule risksEconomical risksLegal risksRisks from environmental influences on the project
PV213 EIS in Practice: 02 – Starting with EIS 27
Next lessons (1/3)
Project managementRole of project managementProject planProject controlling and reportingProject management supporting toolsService level agreementProject management qualificationsEstimations
PV213 EIS in Practice: 02 – Starting with EIS 28
Next lessons (2/3)
Quality assuranceRole of quality management and quality assuranceQA planDocument management + toolsReviewsProduct deviations and measuresISOCMMILean
PV213 EIS in Practice: 02 – Starting with EIS 29
Next lessons (3/3)
Development processDevelopment process in generalProcess tailoringWaterfallIterative and incrementalAgile developmentScrumExtreme Programming
PV213 EIS in Practice: 02 – Starting with EIS 30
Děkuji za pozornost.