Agile Fixed Price - XP Days 2015
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The document discusses how scrum methodology enhanced customer collaboration in a fixed-price project, focusing on understanding client needs and aligning them with customer goals. It presents various client types and essential 'superpowers' for addressing challenges, emphasizing the value of customer collaboration over strict contract negotiation. The authors share experiences, techniques for estimation, and strategies for continuous delivery and effective communication to ensure project success.
Agile Fixed Price - XP Days 2015
- 1. An experience on how Scrum helped the customer collaboration in a Fixed Price project 1 AGILE FIXED PRICE @giulioroggero @marcocalzolari
- 2. August, 10 - 2014 a phone call…
- 4. “Can you send me an offer all-fixed for the 20th of August?” Here is the 17 pages Request for Offer…
- 5. Gulp :-O
- 6. 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
- 8. 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? "
- 9. Clients have Needs and Problems Earn, save, protect Meet the customers needs Innovate, create, invent
- 10. How to satisfy them?
- 11. Use Superpowers! A superpower is an uncommon ability that helps the hero to solve problems that seem impossible for common people
- 12. 7 Superpowers 1. Telepathy 2. Zen Patience 3. Super Resistance 4. Teleportation 5. Super focus 6. Faster than light 7. Time Machine
- 13. I’m joking :-) ... but
- 14. Ultimate super power is…
- 15. “Customer collaboration over contract negotiation” 3rd value of agile manifesto
- 16. What does it means?
- 17. Share the risk
- 18. www.agilereloaded.it We row all in the same direction
- 19. The (real) 7 superpowers we used in this Fixed Price Project … and not only
- 20. 1 – Identify the real goals of your Client 2 – Align Client goals with the Customer (end user) goals
- 21. How we can collaborate? low Alignement between Client and Customer Goals high lowConstraintshigh We are a great team but doesn’t deliver High collaborationContinuous fighting and scope change Why we are doing this project?
- 22. 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 Development App Promotion Customer care App Maintenance Ticket sales Improve Trenord Brand Improve Trenord Sentiment Business Model Canvas – App Expo 2015 Customer Relationship Partners Value Proposition Customers Channels Revenue StreamCost Drives Key Activities Key Resources
- 23. Estimate the complexity • Share how the cost structure of the project has been estimated • Use more estimation techniques • Keep things simple as possible
- 24. Three-point estimation (PERT) Probability Estimated Cost B ML W Average Planning Poker
- 25. 3 - Share the vision
- 26. 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
- 27. 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?”
- 28. Personas, un metodo efficace @marcocalzolari Proto personas
- 31. 4 - Start to touch something as soon as as possible
- 32. • 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
- 33. In the offer
- 36. 5 - Separate the formal contract part from Scrum
- 37. Contract highlights 1. Scope, Cost and Time 2. Constraints and Assumptions 3. Responsablity and guarantee 4. Acceptance Criteria 5. Change request management 6. Go-live support and maintenance 7. Intellectual property, know-how and source code
- 38. 6 – Face problems and say “no” if you are not adding value to the customer The more early arise the problem the best is!
- 39. 7 – Be reliable Keep your promises Don’t create false expecations
- 40. 7 - … communicate … Email Telphone Face to face
- 41. 7 - … and celebrate the success
- 42. … 6 months after
- 44. What we learned Client Reach business targets Supplier Earn money “Understand why the Client needs your help is the first step for a collaboration.”
Editor's Notes
- #5: Ero al lago in vacanza e arriva la richiesta per una gara Documento [ tutto quello che ho Date, scope sono fissi Prezzi fissoPenali Partecipo? Chiesi al designer di fare uno Toccare con mano il prodotto nell-offerta
- #9: Pe
- #10: Per questo è importante capire da subito I problemi e I bisogni del cliente in modo da scrivere il contratto adeguatamente
- #20: Definire tutto subito cautela il cliente E’ possibile prevedere tutto subito? E’ utopistico Meglio prevedere macro ambiti e obiettivi Raffinare periodicamente Raccogliere feedback dagli utenti finali
- #33: La cosa importante è dividere in piccole cose il progetto. Queste cose debono essere tangibili.
- #43: Ero al lago in vacanza e arriva la richiesta per una gara Documento [ tutto quello che ho Date, scope sono fissi Prezzi fissoPenali Partecipo? Chiesi al designer di fare uno Toccare con mano il prodotto nell-offerta