Transacca presentation
Transcript of Transacca presentation
OpenMedya ProjectOpenMedya Project
Transacca
Project TRANSACCA Project TRANSACCA
The goal of this project is to prepare you in the conduct of project, in realizing the execution of a service
Job focus on this training Project Manager Business Engineer Team Expert Consultant
Skills developedSkills developed Effective listening of the the customer , to perceive and understand what their needs and concerns
Team work
Conduct of an interview
Presentation to a client of a service offering
The execution of a commitment (deliverable)
Reunion CODIR | Vincent
Make workshop Make workshop activitiesactivities
Interview
Risk Management
Find Solutions
Contracts
Identify needs
Submission of a proposal
Customer relationship
Roles and Roles and responsibilitiesresponsibilities
Role Responsibilities Deliverables
Team Leader -Team Coordination and management-Client Relationship
-Proposal document-Executive overview
Business Engineer
-Business Plan-Plan the implementation of the solution
-Costing the price of the proposal-Payment schedule
Communication Manager
Communication and demonstration ( process illustration)
-Proposal presentation-Model
Solution Architect
-Technical and functional solution- Planning the pilot
-Pilot definition-Change and transformation management
The selected solution is the result of a team work (coordinated effort) All the members of a team commit to the selected solution (common look and feel) We encourage the exchanges of idea between the members of each team and between the teams Definition of the statutes of control of the team (decision- making, communication, role...)
Roles and Roles and responsibilitiesresponsibilities
Objectives-build client Objectives-build client relationshiprelationship
The selected solution is the result of a team work (coordinated effort) Appreciate the importance of first impressions and client perception. Understand techniques to manage client expectations and satisfaction. Learn how to identify opportunities while working on an engagement
Guidelines for effective Guidelines for effective listeninglistening
Structure of the Structure of the interviewinterview
Customer Requirement Customer Requirement AnalysisAnalysis
The selected solution is the result of a team work (coordinated effort) The customer doesn’t know what he wants The customer doesn’t explain his real needs The software engineer doesn’t understand the customer The customer doesn’t understand the software engineer What the customer wants today is not what he wanted yesterday... “he has changed his mind”.
Identify the Identify the stakeholdersstakeholders
The customer(s) The users The sponsor The developers The third parties Identify their roles and responsibilities Be oriented “Customer care”
Steps for assessing Steps for assessing Customer Customer
RequirementsRequirements
Requirements must Requirements must define every customer define every customer
expectationsexpectationsFunctional requirements What is the system for What the system will do, its useful functions
Non Functional requirements Performance, security, portability, confidentiality Find measurable criteria
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Consult the catalog’s solutions of the company NAVAL OCEAN SYSTEMS
Analyze what competitors offer
Look for elements of a solution in the databases accessible to the public
Find references of customers willing to share their experiences with other companies
Build one or more system models studied.
Looking for solutionsLooking for solutions
TRANSACCA requirements to business value
Requirements Transformations Business value (Solutions possibles
Business value
Improvement of the inventory management (real time)
- provide a method- Information System(inventory management)
Lower cost ofstocks (450 millionUSD)
Bornes interactives
- Establishment of acontrol system- TransformationCorporate Network
Increased salesbusiness (12 millionUSD)
Increase the rateCustomer visits
- SystemCustomer Loyalty
Increased salesbusiness (12 millionUSD)
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The road to establish a
contract.
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Proposal contents
.
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Gaining commitment occurs before and throughout the
services engagement
Requesting a meeting with the
decision-maker upon identifying an
opportunity Asking for the order in a sales
presentation Negotiating change requests Gaining the client’s approval of a
major deliverable
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Gaining commitment, or closing, consists of two steps
First step : Suggest an action to
the client
Second step : Confirm the client’s
agreement to that action
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The success of a close is determined by the
effectiveness of the professional
Summarizing the key advantages
and benefits to the other person Formulating a strong close with the
correct choice of words Maintaining eye contact Handling objections effectively Being comfortable with silence while
waiting for “yes”
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The close is a question and the answer to which confirms that
the client has agreed to a course of action
Crafted in advanced
Very explicit
Rehearsed
Once asked, the professional:
Maintains eye contact
If an objection is raised, addresses it and asks for a conditional close
Waits for eyes
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lessons learned The individual and collective
attitudes Presentation
o Take the time to make introductions, treat the message (customer focused)
Solidarityo When the speaker is in trouble
the team should show solidarity by interveningwisely
o It will be perceived by customers as a token ofcohesion and strength of the team.
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lessons learnedClient relationship
Earn interest and customer confidence by presenting the "hooks" (strengths) at the beginning ofpresentation
Establish the link between the customer objectives and the solution proposed
Listen to the client: take his remarks; show your ability to integrate his observations. Ask him to reformulate hisrequest.
• Talk to him about him
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Let’s do it!