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If You Can't Go Agile for CRM Project, Fixed-Price Can Work

David Taber | Jan. 11, 2013
Agile is the best approach for CRM projects, but what if management just won't let you go there? What does it really mean to have a fixed-price, fixed-deliverable project? You will have to put in more effort, but you can succeed in the long run.

During serious fixed-price projects, meetings and the sequence of tasks will not be under your control. At times, it may feel like you're working for the vendor: You'll receive action items, decision deadlines and resource requests. In particular, you'll need to complete your testing before features can be fully deployed. The vendor has to be running the show if it's going to deliver on time and on budget with quality.

In other words, be prepared for the vendor to say "No" fairly often. If this all sounds a bit adversarial, it is. The vendor's fixed price commitment is to delivering only the items you put in the spec, not to making you happy.

This won't happen, though, if you prepare your team to the real requirements of fixed-price engagements. It may not be easy, but the short-term pain will result in long-term gains that make users and executives happy.


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