Date post: | 29-Jul-2015 |
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Software |
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Sales Process
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The Opportunity
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Which of our offerings interest you?
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Which of our offerings interest you?
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Can you loan us a few devs? We have a tight deadline.
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Which of our offerings interest you?
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We’re interested in learning more about Lean Branding…
Can you loan us a few devs? We have a tight deadline.
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What is the problem you are trying to solve?
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What is the problem you are trying to solve?
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People in my country need a place that can print out
their photos, arrange them in an album, then deliver it
to their homes
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What is the problem you are trying to solve?
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High school students often babysit or tutor to earn money, but many don’t know how to run their
business professionally
People in my country need a place that can print out
their photos, arrange them in an album, then deliver it
to their homes
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What is the problem you are trying to solve?
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We can discuss after you sign our NDA
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What do you hope our engagement will accomplish?
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What do you hope our engagement will accomplish?
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I want to make the site visually attractive and add
some new features
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What do you hope our engagement will accomplish?
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We want to increase our visitor-to-beta-signup
conversion rate
I want to make the site visually attractive and add
some new features
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Who are your users?
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Women aged 18–46 who shop online
Who are your users?
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We have 200 people signed up, but we don’t really know
Women aged 18–46 who shop online
Who are your users?
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Who else on your team will be involved?
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It’s just me, but I will be available to give you feedback nights and
weekends.
Who else on your team will be involved?
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Danny the Product Manager will be the lead and Jessica is our designer and front-
end developer.
It’s just me, but I will be available to give you feedback nights and
weekends.
Who else on your team will be involved?
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“Research”
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Photo: Josh McGinn https://www.flickr.com/photos/svenstorm/5006262443
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What we look for
• Evidence of domain expertise
• Product Manager, Designers, or Developers on staff
• Reasonable technology fit
• Some operating history / experimentation
• Financial backing
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• No legal entity for the company
• Part-time Product Owner
• Negative press, lawsuits, etc.
• Can’t find them at all
Warning signs
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Internet “Research”
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Photo: Chris Goldberg https://www.flickr.com/photos/chrisgold/15405305459
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Breaking Up
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Photo: Unknown, probably via Tumblr
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Contracts
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The Contract is a Marriage
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Photo: John Morton https://www.flickr.com/photos/jwm_angrymonkey/3274597464
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The purpose of this letter (“Agreement”) is to outline the basic terms of our engagement, including the anticipated scope of our services as well as the billing policies and practices that will apply. We look forward to a collaborative working relationship; accordingly, we will collectively refer to <Client Name> and Philosophie as “The Team.”
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From our contract:
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From time to time, The Team may agree to specify a budget or other details for a specific project. Such information may be attached to this document as a Statement of Work (“SOW”).
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From our contract:
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(Minimum Viable Marriage)
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Photo: Unknown, via http://swsweetnam.wordpress.com
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Getting Started
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Workshops
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Design Spike4-Week MVPProduct Team
Venture Investment
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Workshops
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Design Spike
4-Week MVP
Product Team
Venture Investment
Com
mitm
ent
Time
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What we look for
• Good client attendance (the right people)
• Engaged clients
• Clients who are excited about collaborative design
• Clients who ask for homework
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• Cancellation
• Incomplete attendance
• Poor preparation
Warning signs
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Project Ops
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Same Team
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Photo: Simon Shaw / Glen Durrell https://www.flickr.com/photos/simonshawca/2451425972/in/photostream/
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Traditional Digital Agency
Account Manager Executive Stakeholder
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Traditional Digital Agency
Producer / PM
Project Team
Client PMExecutive Stakeholder
Account Manager
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Traditional Digital Agency
Producer / PM
Project Team
Client PM
Marketing
Executive StakeholderAccount Manager
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Traditional Digital Agency
Producer / PM
Project Team
Client PM
Marketing
Mystery Stakeholder
Executive StakeholderAccount Manager
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“Same Team” Model
Product Strategist
Designer
Product Owner
Engineer Engineer
Designer
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What we look for
• Team continuity (including through sales process)
• Client-side “Lean Champion”
• Diverse skill sets and perspectives
• Client-side SME
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• Client PM who wants to micromanage
• People missing meetings
• Timelines keep getting pushed
• Mystery Stakeholders
Warning signs
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Continuous Communication
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Photo: JF Sebastian https://www.flickr.com/photos/jf-sebastian/1278672897/
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What we look for
• Frequent office visits
• Working, not meeting
• Omnipresence on digital collaboration tools
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• Client is never in Slack
• Slow response times
• Client wants us to “just do it”
Warning signs
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“Collaboration Coefficient”
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Artwork: G. C. Katz http://mythicalcreaturelair.deviantart.com/art/Space-Unicorn-403413384
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Share values. Rally around a problem.
Minimize “handoffs.” Do things with the client.
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Thoughts?
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@skotcarruth [email protected]