ESTIMATIONS &

EVOLUTIONS

EAT&LEARN 11/10/16

Once upon a time…"Our greatest weakness l ies in g iv ing up. The most cer ta in way to succeed is a lways to t ry just one more t ime." - Thomas Edison

01

A L L S TA R T E D B Y A FA I L U R E

Launch a video based booking for luxury hotels & appartements in Paris. Checked.

Realize that it will never work. Checked.

« Pivot ». Checked.

Yet, we didn’t fai l

completely, as we’ve

selected Drupal

to create the si te.

Let’s call our

company

e-Drupal .

ADver t isement

YAnn

MaXime

12€m i l l i o n s o f r e v e n u e

12o f f i c e s

New YorkParisKiev

MoscowLviv

ClientsWe keep a good company.

First lessonsGiants are not what we th ink they are .0

Website

Business plan

Marketing

Business cards

Reporting

T H I N G S Y O U D O N ’ T H A V E T O C A R E A B O U T

( I N F I R S T P L A C E )

1. SALEST I T R E D E L A D I A P O

2. SALEST I T R E D E L A D I A P O

3. SALEST I T R E D E L A D I A P O

No references ?

No problems !

EstimatesWorking for f ixed budget b ids is dangerous03

D E TA I L E D Q U O T E S A R E T H E G O O D O N E S

U N C E R TA I N T Y FA C TO R S

C H A N G E R E Q U E S T S M A N A G E M E N T

RFP ProcessesThe supreme ar t of war is to subdue the enemy wi thout f ight ing.04

70%of incoming bids win-rate

30%of cold-called bids win-rate

Talk about how you'll do the project, in details and showing examples.

THIS :

Example of a contribution screen for Courrier International

Several tweaks to the BO :

• Color based workflow states

• Multi-channel content distribution

• 2 columns template.

IS BETTER THAN THIS :

20 Countries, 10 languages, 2 ERP (SAP & MS Dynamics). Promotions, CRM, fidelity…

Know the client’s business.

Change the game

A good response to a RFP is not the one filling correctly the 500 lines of

client’s XLS matrix, but the one which convince them.

Price is never an issue. Repeat.

"Know your enemy and know yourself and you can fight a

hundred battles without disaster." Adapt your response to your

competition.

Be very careful with large or public RFPs.

HRRegard your sold iers as your chi ldren, and they wi l l fo l low you into the deepest va l leys; look on them as your own beloved sons, and they wi l l s tand by you even unto death.

05

Culture is the most important

Humour & Sarcasm

Parties & Events

Results & Quality

Respect & Autonomy

Cultural melting pot

Autonomy and responsability are more

important than reporting.

Regular reporting fail in a fast growing company. As you're always understaffed, you cut on the less important : review and reporting.

Money do not create motivation,

but money helps recruiting and

keeping the best.

Ban rock-stars assholes,

create teams.

Resources planification : still manual and a painful process.

Finance"Measure what is measurable , and make measurable what is not so." Gal i leo Gal i le i07

tracking !Financial KPI we track

Production per head

Margins

Bookings Average invoice

Average bid

Number of active clients

M A I N TO O L S

Redmine : Logged Hours, Projects

Open ERP 7 : Invoices & Quotes

Postgre Consolidation DB

Tableau Software : Reporting

Salesforce : Leads & Opportunity Pipe

Ruby based Individual Project

reporting

Drupal based Project Master help

tool

PRODUCTION PER HEAD

Important metric, based on each fixed budget quote you generate, with a set advancement by project managers, easier to setup for T&M projects.

A simple way to detect ressources under/over utilisation. Gives you a realtime turnover reality.

B U D G E T C O N T R O L TO O L F O R E A C H T E A M M E M B E R

M A G I C S - C U RV E

S-curves are an important project management tool. They allow the progress of a project to be tracked visually over time, and form a historical record of what has happened to date. Analyses of S-curves allow project managers to quickly identify project growth, slippage, and potential problems that could adversely impact the project if no remedial action is taken.

S - C U RV E O F M A R G I N

Design Build Run

S - C U RV E O F M A R G I N

Design Build Run

QualitySurvival can be summed up in three words - do fucking qual i ty08

2008 I do tests

2009 Devs do tests

2011 QA do tests

2013 QA do QA

20%of our workforce are dedicated to quality assurance and it’s not enough

50%of development time should be spent on QA

Q U A L I T Y O R N O T Q U A L I T Y

Quality teams do not hunt bugs. They check that produced code corresponds to the requirements. And it’s a fucking important difference.

H I G H C O S T O F R E W O R K = PA I N F U L P R O J E C T

Cost of rework :

% of bugfixing cost VS total cost.

Important KPI immediately showing projects with bad requirements or large technical debt.

< 15% - Perfect project 15-20% - Technical debt problem > 20% - Requirements problem

R E L AT I V E P M E F F O R T S

Project Management efforts:

Shows client maturity and complex projects management overhead. Usefull for future estimates

<20% : Advanced digital team 20-30% : Classical client

>30% : Large organization

B U I L D K P I

Simple « build » KPI dashboard shared with your client.

R U N K P I

Same for the « run »

Sales"Wel l done is bet ter than wel l sa id ." - Benjamin Frankl in09

1+1=12M€Sales Bid-manager Revenue

Cases studies are the

most important

sources of leads.

Everything should be

a case study.

Cold calls do work. Yes they do.

Account managers are overvalued.

New York Kievgo raibh maith agat.

ceist ?