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

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PV213 EIS in Practice: 02 – Starting with EIS 4 Content of this presentation Project process Lead management and opportunity development Bid Project calculations Team establishment Risk management Next lessons

PV213 EIS in Practice: 02 – Starting with EIS 5 Who we are III? Aleš Macek 5 lessons in the course 8 years of experience in field of IT (Siemens, Atos) Area of interest: Quality and project management, agile Scrum Master Internal Lean consultant

PV213 EIS in Practice: 02 – Starting with EIS 6 Project process Lead management Opportuni ty development Bid/offer preparation Contract negotiation Sales/Bid Project won/lost Go/No-GoGo/No-Go Bid decision Bid approval Project opening Manufactu ring Customer acceptance Execution Project closure WarrantyWarranty Warranty Project 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 ContactContact Marketing LeadLeadOpportunityOpportunity Sales Bid preparation Delivery

PV213 EIS in Practice: 02 – Starting with EIS 12 Lead management and Go/No-Go decision Lead generation Attracting possible customers Collecting of product-related information and ideas Lead evaluation Formal usually only in case of big investments Lead managem ent Opportun ity develop ment Bid/offer preparation Contract negotiati on Sales/Bid Go/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 managem ent Opportun ity develop ment Bid/offer preparation Contract negotiati on Sales/Bid Bid decision

PV213 EIS in Practice: 02 – Starting with EIS 14 Bid preparation Solution design Project description Strategy Bid concept Lead managem ent Opportun ity develop ment Bid/offer preparation Contract negotiati on Sales/Bid

PV213 EIS in Practice: 02 – Starting with EIS 15 Bid approval and contract negotiation Different levels of management according to the project size Complex process usually supported by dedicated tools Inputs for bid decision Estimation Risks evaluation Calculation Lead managem ent Opportun ity develop ment Bid/offer preparation Contract negotiati on Sales/Bid Bid approval Project won/lost

PV213 EIS in Practice: 02 – Starting with EIS 16 New leads, opportunities, projects Common ways how to get new lead/opportunity/project Known customer Sales/management agreement Request for information (RFI)/request for proposal (RFP) Marketing and networking (conference, reference) Interesting idea Luck Business case elaboration

Porter's Generic Strategies X: Strategic strength Y: Strategic scope PV213 EIS in Practice: 02 – Starting with EIS 17

Idea management Scope definition E.g. company portfolio Idea gathering Process and tool support Brainstorming Idea evaluation Idea development Budget PV213 EIS in Practice: 02 – Starting with EIS 18

PV213 EIS in Practice: 02 – Starting with EIS 19 Project calculation Manufacturing costs personnel HW travelling other Risk factor Warranty Profit

PV213 EIS in Practice: 02 – Starting with EIS 20 Team establishment How would you select your team members?

PV213 EIS in Practice: 02 – Starting with EIS 21 Team establishment To be considered Specialization Experience Costs Personality Interviews and hiring

PV213 EIS in Practice: 02 – Starting with EIS 22 Risk management Risk Possible negative deviation from target Opportunity Possible positive deviation from target “Each problem was a risk before it turned into a problem”

PV213 EIS in Practice: 02 – Starting with EIS 23 Continuous risk management

PV213 EIS in Practice: 02 – Starting with EIS 24 Project risks Main project risk areas Feasibility Available experience Missing expenditure or cost Project management, roles, processes Partners and subcontractors

PV213 EIS in Practice: 02 – Starting with EIS 25 Project risks

PV213 EIS in Practice: 02 – Starting with EIS 26 Risks in a company Example risk check list/register structure Technological risks Project developmental risks Organizational risks Schedule risks Economical risks Legal risks Risks from environmental influences on the project

PV213 EIS in Practice: 02 – Starting with EIS 27 Next lessons (1/3) Project management Role of project management Project plan Project controlling and reporting Project management supporting tools Service level agreement Project management qualifications Estimations

PV213 EIS in Practice: 02 – Starting with EIS 28 Next lessons (2/3) Quality assurance Role of quality management and quality assurance QA plan Document management + tools Reviews Product deviations and measures ISO CMMI Lean

PV213 EIS in Practice: 02 – Starting with EIS 29 Next lessons (3/3) Development process Development process in general Process tailoring Waterfall Iterative and incremental Agile development Scrum Extreme Programming

PV213 EIS in Practice: 02 – Starting with EIS 30 Děkuji za pozornost.