Following are my Key Result Area(KRA)
· Getting the projects in the company
These can be done in many ways.
o Maturing the Lead :
§ Building relationship & trust with the prospects
o Growing the Needs of the client
§ Make the customer talk about his dreams, vision, problems, issues such that his needs are said explicitly
§ I need to pose “Problem Questions” about the customer’s difficulties of dissatisfactions and “Implications Questions” about the consequences or effects of customers problems, “Need Payoff Questions” (which focus attention on solutions, not problems. And they make customers tell you the benefits.) about the value, usefulness, or utility that the customer perceives in a solution and also document the same.
o NDA (Non- Disclosure Aggrement)
§ In particularly iPhone Application Development, some client have such an idea that nobody has developed that kind of application on the appstore. So they are really very sensitive towards disclosing their idea infront of us. So, my company provides a solution where both the parties(My company and Client) will mutually sign it and thus they both get into the Agreement of not to disclose the idea of one client to the other.
§ Some client are also asking for this fear to me, so I
o Project Requirement Understanding (Business Analysis)
§ Understanding the Features/Functionality : I understand the features & functionality of the project which will fulfill the desired needs of the client.
§ Giving Consultancy to clients : Many a times, while working/talking with clients I have observed that though they want to develop an excellent iPhone/Web application they are really not clear. At times, one of the responsibility is to provide them consultancy. They are really not pretty sure about what they really want. In such situation I will do following steps to make them speak about what they want !
· First of all, I will ask client about their Business, Strategy of Business, Revenue Model, Objective of the application & business, their Business Model, Why they want this application to be developed? Are there any competitors available into their domain market? If yes, how they are targeting the come over them and get the dominant position in the market? I will also ask them “Do you feel any lacking points in your business? Do you feel any “Gap” in the existing business?
· After asking above question I get a holistic idea of the whole scenario. So, after posing up “Situational Question” like this, I will assist them what kind of application they should target to get maximum revenue out of it. I also provide them consultancy by guiding them to add this features & functionality to make their application better than their competitors.
· Other thing which I have faced many a times, while I am on the call with client they are not aware about what exactly they want to develop. So, I always try to make them speak about what they really want. While having conversation like this, client actually come to know about what he really want. So while talking and explaining his/her needs I make them clear. And then I give them suggestions/guidance that they should go for this and not to go for the solution they are asking for.
· Believe me, client will be very happy and they just love this kind of consultancy which will make their way clear !
§ Business Requirement Document : Making the Business Requirement Document(BRD) with all the requirements understood from the client.
§ Time Estimation/Project Time : Based on the understanding the project’s complexity and the criticality I have to put the required effort estimation of the project. Firstly I will provide a ballpark time & estimation and once he approves it I will give them an exact time and quote.
§ Quote/Project Cost : Giving the project cost is really very crucial as all clients becomes very sensitive at this place. Making client convince for the quote I am offering is exactly inline with the effort which we are going to put in the project. Project Cost should always at par with the man effort taken/resource used and the time taken for the development of the project.
· Constant Follow up :
o I have to do follow up with clients regularly.
· Making Proposals :
o Once client is confirmed to award a project, I will make WBS(Work Breakdown Structure) / Feature List/Risk Estimation (FE/RI) sheet as to be on the same page for client and me.
o They will also get clear as to what they will get from us and what we will provide them. Once this becomes inline with each other, no problem will occur after the project went into the development phase.
Project Handover :
- Once all the document is viewed and agreed by the client, I make a handover sheet to send to all the relevant Project Managers and Project co-ordinators.
Project Management System :
- Basecamp provides a very good platform for Project Management where clients and developers can interact with each other with the ease of use. I upload all the documents and give access to the Project stakeholders and client.
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