“The Sales Cloud implementation will replace all key functions of The Calc, Company X’s current sales application which will be decommissioned by YYYY date, at a Fixed Price of £ZZZ.”
😱
You might have just said, “You now have carte blanche* to dictate whatever you want for the fixed sum of £ZZZ.”
Carte Blanche – the complete freedom to do what you want.
One of the challenges that I keep hearing from #Salesforce consultants on highly stressful and ‘character-building’ Fixed Price projects can be traced back to poorly written SoWs and vague requirements.
I know a medium sized ’boutique’ #SalesforcePartner whose unique selling point was the fixed price quotes they’d do for small and medium projects.
“It’s great for us! Minimal documentation as we don’t have to do Discovery, and quick implementation – which means we can move on to other clients and projects!”
Yes, it was “great”, only because they were blessed with uncomplicated projects with easy clients.
Then came the One.
The One where the client had already chewed up and spat out two other Partners.
The One that was really pleased to see a loosely worded Fixed Price SoW.
The One that added penalties if the Partner was delayed for any reason.
😖
My take is – if you don’t do your #DueDilligence, and you trivialise the need for #Governance, you will pay… sooner or later.
And it _will_ get ugly. 🤕
As the contract’s already been signed, there is no choice but to push forward and to do their best to deliver the project… without bleeding to death or being sued. 😫
I’ve seen this play out so many times, and it isn’t a pretty sight.
Take the time to review proposals properly.
Make sure your bid team has someone who’ve worked in Delivery, and who have a strong understanding of requirements and can estimate properly.
Otherwise, it’s going to be a very bumpy and painful ride to the end.
#OnThePeiroll
#PayAttentionToTheDetails
