zxing barcode scanner java The Client Decision-Making Process in Software

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The Client Decision-Making Process
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Some aspect of the proposed solution doesn t pass through either a gatekeeper or a user (or both) Either the decision-maker isn t getting the information needed, or the information is being colored by the agenda of the influencer In each case, there is not normally a need to refine the solution, but to tailor information to match the need of a person acting in the role of a gatekeeper Gatekeepers need to check off specific aspects of the proposed solution Users need to be comfortable with the actual implementation of the solution A decision-maker needs some additional assurance that can be provided by a reference: a site visit where a similar solution has been implemented; a conversation or meeting with a past client who can relate specific and relevant experience with the solution; or a report or analysis of the impact of the solution perhaps a cost-benefit analysis At this late stage, you re not going back to the drawing board, but rather validating some aspect of a solution Assuming you understand the client s needs, decision-making process and constraints, and assuming your own proposal is fair and workable, cost is not normally a factor in and of itself, but often a symptom of some deeper issue The initial temptation to panic and say, Well, let s just cut the price by 10 percent then! can be overwhelming, and is normally an emotion to resist If cost were the issue, then more than likely, it would have come out early in the process, and certainly midway through, if your dialogue with the client was in any way ongoing and meaningful Patience, persistence, and sticking to your game plan and account development methodology will get you and your client ironing out the issues in the proposal as a team Late in the process, the client has almost as much at stake in a mature account development process as you do The client s time has value, too Walking away from a process in which both you and the client may have invested weeks, if not months, is a measurable failure for both parties
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Who takes the lead in initiating the project If your account development has gone smoothly, it should be almost a foregone conclusion by
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the time either you or the client takes an action that begins the project In product sales, this is called the close, a term that is wrong in consulting, as the agreement to begin work is in fact the opening of the relationship instead of the closing of an exchange of cash for a product This project beginning normally means a closed-ended action: The client sends you a you have won the competition letter if it is a formal bid You ask a series of closed-ended questions to explore if you have answered every concern and that the client is ready to decide If you have received a series of favorable responses, then ask for the project decision, something like, I can t think of anything else we need to cover Shall we get a letter of intent signed, and get the project started If the client s decision-maker is a bit reticent by nature, make it easier with an assumption, such as, From our conversation, I think we have the project well defined, and I get the impression you d like it started on schedule Can we get this agreement signed, and I ll start booking our people s time to get it going To ensure that a decision is clear and unequivocal, you need a positive response to a closed-ended question, such as the above Once you ve got it, the pre-engagement activities can begin
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