1. Plánovanie veľkého projektu Manažment projektov softvérových a informačných systémov

2. Metodológia CVM— Client Value Method
Obsah
Metodológia CVM— Client Value Method
Plánovanie veľkého projektu - praktická ukážka
What we will discuss in our briefing …. And we are providing you additional reference information in the appendix.
We will begin with the Buying Behaviors instead of with the phases of CVM. Because Buying Behaviors influence what we think and do in each phase, it is clearer if we cover Buying Behaviors first.

3. Client Value Method - metodológia zameraná na potreby zákazníka
Confirm the client’s Compelling Reason to Act
Develop the client perception of Unique Value
Confirm the client’s expected solution benefit and value proposition
Confirm that the client’s delivery expectations are being met
Confirm the use of the solution as intended by the client
Buying Behaviors (at Opportunity Level)*
Client Value Account Planning and MAP
Identify Complexity/BTT
Cross Brand Opportunity Planning
Client Value Propositions*
Value Driven Proposals*
Initiate standard solutioning approach
Client Value Deal Management (Streamlined Pursuit Decisions)*
Standard solution design process – Team Solution Design*
End to end delivery owner
Aligned Quality Checkpoints
End to end risk manager
Client Value Deal Management (Streamlined Release Decisions)
Delivery Methodologies
Delivery Issue Single Point of Contact
Delivery Insight Reviews
Delivery Rewards and Recognition
Confirm value delivered with client / starbursting
Client Value Assessments*
Transaction Survey
Relationship Survey
VALIDATED
QUALIFIED
WON
COMPLETED
Phase Overview
Focus Elements
Client value is both the journey and the end result. The goal is to generate value in each phase with evidence reflected in typical client responses and, internally, in team results.
In order to better ensure client success, CVM uses a tailored approach that:
· Begins with effective account planning that includes the client
· Involves team collaboration to present a consistent and informed ‘One IBM’ approach to the client
· Incorporates Buying Behaviors (Value for Money, Trusted Supplier, Innovation Partner) to determine what clients expect and how clients want to experience value
· Includes appropriate opportunity planning, including new methods such as Value Creation, to truly understand client needs and ensure client success
· Helps to develop our response and plan for appropriate resources for the opportunity
· Validates client expectations and strengthens the client value proposition for every solution ; optimizes team collaboration and strategy buillding in opportunity planning and Client Value Deal Management meeting.
Consistent Pipeline Indicators 3 3

4. Prečo CVM?
Zvýšený dôraz kladený na požiadavky a priority zákazníka – nie naše
Skutočne realizovali naše prísľuby
Pracovali spoločne ako tím
Prispôsobili unikátnym potrebám zákazníkov a trhu
Zvyšovali reálnu hodnotu dodávaných tovarov a služieb pre našich zákazníkov
In 2008, we heard the results of client research and feedback that told us there is a fundamental shift in our clients’ expectations of value, which demands a comprehensive change in the way we respond to clients.
This was important before the global economic crisis emerged but is even more true today. That is why we are taking time on today’s agenda to discuss this important topic.
The conclusion is… we must change the way we engage with our clients and with each other…and we must have a consistent understanding of how to deliver client value ….in order to deliver what our clients expect and to win in the marketplace.
IBM Confidential

5. Praktický príklad plánovania projektu

6. Profil projektu Názov projektu: Elektronický Archív
Zákazník: UniCredit Bank Slovakia
Podpis zmluvy: 02/2010
Začiatok projektu: 06/2011
Trvanie projektu: 16 mesiacov
Dodávka SW licencií a služieb
Časť prác realizovaná subdodávateľom

7. Fáza – Understand (identifikovanie obchodného prípadu)
CRM (Customer relationship managment)
Identifikácia obchodného prípadu (opportunity)
Zistenie aktuálnej situácie u zákazníka (potreby, problémy,..)
Formálna evidencia prípadu
Výzva na ponuku, výberové konanie
Vytvorenie tímu, ktorí bude pripravovať ponuku
Harmonogram prípravy ponuky
Rozdelenie zodpovednosti

8. Fáza – Explore (Definícia projektu)
Zadanie projektu do b.i.Sales databázy (Project file)
Client verification
DPL (Denied Party List) databáza
ERO (Export Regulation Office) check
CRA (Credit Risk Assesment)
Opportunity Type & BTT (Business Transaction Type)
Stupnica od 1 (najjednoduchší) až 5 (najkomplexnejší)

9. Fáza – Develop (Plán projektu)
Návrh technického riešenia
Architektúra riešenia
Odhady pracnosti
Predpoklady a požiadavky
TDA (Technical Delivery Assesment)
Príprava ponuky/zmluvy – SOW (Scope of Work)
Projektový plán

10. Fáza – Develop (Plán projektu)
Ľudské zdroje
Vyžiadanie kvalifikovaných zdrojov
Potvrdenie ich dostupnosti manažerom pre potreby projektu
Subdodávatelia
Vypracovanie SOW pre subdodávku
Výber subdodávateľa
Príprava zmluvy (pravidlo back-to-back)

11. Fáza – Develop (Plán projektu)
Identifikácia rizík
Nástroj GS Risk -> RMP (Risk Managment Plan)
Kalkulácia ceny
Nástroj WWGPE
BTT
Risk rating
Odhady pracnosti
Kurzové riziká
Odložená splatnosť (DP)
Schválenie finálnej ceny

12. Fáza – Develop (Plán projektu)
Finalizácia ponuky/zmluvy
QA (Quality Assurance) kontrola, schválenie
Legal - právne oddelenie – kontrola, neštandartné klauzuly
Finálne schválenie ponuky/zmluvy (Bid Sign-off)
Ponuka/zmluva pripravená na zaslanie klientovi
Podpísanie kontraktu
Obchodné rokovania s klientom
Finálne odsúhlasenie kontraktu obidvoma stranami