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

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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 consultantales.macek@mail.muni.cz

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?

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Team establishment

To be consideredSpecializationExperienceCostsPersonality

Interviews and hiring

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Risk management

RiskPossible negative deviation from target

OpportunityPossible positive deviation from target

“Each problem was a risk before it turned into a problem”

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Continuous risk management

Mon

itorin

g

Minim

ization Prioriti

zatio

n

and selecti

on

Evaluation

Identification

As soon as possible

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Project risks

Main project risk areasFeasibilityAvailable experienceMissing expenditure or costProject management, roles, processesPartners and subcontractors

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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

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Next lessons (3/3)

Development processDevelopment process in generalProcess tailoringWaterfallIterative and incrementalAgile developmentScrumExtreme Programming

PV213 EIS in Practice: 02 – Starting with EIS 30

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