Saturday, 4 October 2014

Touched by the hand(over) of God


If you do the Twitter thing, follow me at @hotpixUK
or LinkedIn here http://uk.linkedin.com/in/tonysmiththathousingitguy


A prospect of mine, who happily became a customer too and later a good friend, once described buying application software, a bit like switching on the radio. (that would be the Roberts DAB radio in this day and age obviously. Not what oldies might lackadaisically call the 'wireless').

The sale is like BBC radio1. Bangin' tunes, DJs all over you, Hip-Hop, Rap, Drum-n-Bass. Once the deal is done, in come the implementers, knocking out Mahlers 3rd in E-Flat! Yep, we have gone to BBC Radio3!

Please at this point dear reader, you will be feeling some empathy with me, if you have put a few projects in recently. The species Homo-Sales-Erectus differs vastly from Homo-implementationus, as this diagram clearly illustrates:

 

Well, in my former life, I was on occasions told to get my ar*e down to x as its a new deal we have won and they want to implement before y, make it happen will you? Being the obliging chap I am, I would endeavour to hit y and normally did, I had a reputation to preserve!

Still that's not the best way, sailing by the seat of your bottom, I can tell you honestly!

In fairness, its pretty much most suppliers I encounter, that suffer from this. Handover is not the best thought through bit of the contract progression. This inevitably leads to the customer going over so much old ground, that was covered in the PQQ, ITT, Demos and/or Contract Clarifications. For the exceptions to the rule, they do present a refreshing change, but they are definitely in the minority. As can be gleaned (humble suppliers, I know you read this blog..), customers are rarely amused.

Consider in your next software procurement / purchase, stipulate you would like your assigned project manager to read and digest all the paperwork that has gone prior, within the sales process and that your salesperson does a sensible handover, before initially contacting you to introduce themselves. That will save everyone a month or more, supplier complaints and a few brickbats.

Customers and Suppliers will get on better, Yin and Yang will be equalised to bring them both together to create something that is greater than the sum of the project parts.  Aesthetic balance, everyone efficiently working together. Peace on earth. Well maybe we will tackle that, after our latest project is in 8-) 


Related Post: Just procuring? If so, dont get fooled again.


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You can link with me on LinkedIn here - http://uk.linkedin.com/in/tonysmiththathousingitguy It would be great to connect !

New Order - Touched By The Hand Of GodNew Order - Touched By The Hand Of God.
(c) Tony Smith, Acutance Consulting www.acutanceconsulting.co.uk 07854-655009

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