Want A Result, Offered A Process

I try to deal in real, tactical issues. Strategy becomes an explanation of what happened the last time.

However, I have been working with a client who made a make or buy decision to purchase some business services. Maybe we were asking the wrong people, but what came back were all these offers to run a process, as if the result was incidental.

Maybe it’s our litigious environment, or changing economy, but we couldn’t seem to find anyone who was as interested in the desired result as we are.

Several years ago I was selling a software company that had lost its technical staff. We had a software product we had to hold together through sale, so we brought in some outsourcing gurus. They would be oh so happy to make us so happy, but first they had to run their process. Pay now, please.

A week later, we had a catastrophic failure of the product and were swamped by irate customer calls. We called our new guys and were told it would be a couple of months before they would be able to complete their process and then address fixing our problem. Oh, and we certainly hope you’re still around to pay our fees.

I went into complete BSC mode to posse up a team to fix the software. I don’t deal well with uncertainty.

The owners took steps to get their deposit back.

Technically we had a happy ending, because the catastrophic failure was fixed in two days, but the gut dropping horror of not knowing stays with me. Businesswise, it was a draw, which I would categorize as a disaster to our former gurus.

If somebody needs to buy a result, sell them that result or sit down.

Consider your Focus.

Cost Goes Both Ways

I was invited to view a new software product, JAPMS, Just Another Project Management System. I was in a roomful of people who had letters after their names that meant they were experienced project managers.

The builders showed us screens that represented projects in multiple views, and multiple projects that rolled up into programs, and dashboards for most of the management belief systems.

They were showing us how incredibly easy it was to move a project to the right due to unforeseen circumstances. Man, one thing goes wrong and your whole project recalculates!

I’ve used many project management systems, from the sublime to the blue screen. I’ve even built and sold a couple. So I was surprised at the response when I asked, “What happens when you do something that cuts time from the project?”

They didn’t know what I was talking about. Obviously not owners. Not one in the room.

“What do you mean?”

“Well suppose somebody comes up with an activity that takes a couple of weeks off the delivery date?”

From the discussion, I realized I was in a room with a group who had never considered running a project in less time than expected. They were more interested in that than in how the software worked.

Back when I was running the construction company, I would tell the estimators to figure out how the competition would price a job, so we could figure out if we even wanted to bid it. The estimators would then figure a better way and bid that.

Then I would go to the site supervisors and tell them that if they couldn’t beat the estimators’ numbers, I didn’t need them on the project. They got very good and very bonused beating expectations.

In selling we see similar situations all the time. If we can’t get better with every implementation, where’s the fun?

Winning a bid just creates another opportunity to excel.

I really enjoy finding a similar requirement after enabling technology has improved. One time I built a second marketing services factory that could create better results in less than two thirds of the time and cost of our original factory. Of course, I had had a heavy hand in building the prototype operation.

Anyway, the project management software turned out to be another record keeping application, but several of the reviewers said they were going to look into building ways to shorten their projects into their project plans.

Who knew?

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