buildingstrongerpartners.wordpress.com
Project Estimation (3 of 3) – Risk | Building Stronger Partners Blog
https://buildingstrongerpartners.wordpress.com/2010/11/09/project-estimation-risk-management
Building Stronger Partners Blog. Fostering better business practices. Project Estimation (3 of 3) – Risk. An important and sometimes overlooked aspect of project esimation is determing the risk associated with the project. There is a natural tendency to simply estimate the time and cost associated with the project – assuming everything goes well. OK, perhaps, we pad our estimate a bit for uncertainty. But how much? Or ultimately, how can we be more precise in our risk assessment? The Game of Risk. Share ...
buildingstrongerpartners.wordpress.com
Project Estimation (2 of 3) – Pricing | Building Stronger Partners Blog
https://buildingstrongerpartners.wordpress.com/2010/11/02/project-estimation-pricing
Building Stronger Partners Blog. Fostering better business practices. Project Estimation (2 of 3) – Pricing. Last week, we started a discussion on project estimation. It starts with good requirements gathering. Then, you can break down the project into a set of tasksthat meets the requirements and make estimates the effort, duration, and cost of those tasks. Now, we move on to translating that into the actual project price. The cost of hardware should be straight-forward, right? How about labor rates?
buildingstrongerpartners.wordpress.com
Sales Negotiations | Building Stronger Partners Blog
https://buildingstrongerpartners.wordpress.com/2010/12/14/sales-negotiations
Building Stronger Partners Blog. Fostering better business practices. Alright, proposal is done. Now, the real fun begins with the negotiation phase. There are entire books and seminars devoted to negotiation. For instance, NI has used Karrass in our sales training. In talking with Alliance Partners, here are some common techniques. Silence is Bliss – Don’t talk to too much. Most people are uncomfortable with silence. Let them fill the void and avoid making mistakes of your own. Use it ...Slow and steady...
buildingstrongerpartners.wordpress.com
Proposals (3 of 3) – Warranties, …. | Building Stronger Partners Blog
https://buildingstrongerpartners.wordpress.com/2010/12/07/proposals-3-of-3-–-warranties
Building Stronger Partners Blog. Fostering better business practices. Proposals (3 of 3) Warranties, …. Concluding our short dive into developing proposals, we have discussed the merits of having a standard template and review process. To not only improve consistency and professionalism, but also reduce and manage risk. We also addressed some common issues like protecting IP and software licensing. Let’s continue the fun. Well, first of all, you should have a defined process to review for unfair terms.
buildingstrongerpartners.wordpress.com
Proposals (1 of 3) | Building Stronger Partners Blog
https://buildingstrongerpartners.wordpress.com/2010/11/16/proposals
Building Stronger Partners Blog. Fostering better business practices. Proposals (1 of 3). Now that we’ve gathered requirements. Estimated the project costs, derived a price. We are finally ready to prepare and submit a project proposal. First of all, you should have a standard template for creating your proposal. At a minimum, it should include sections for:. Overall description and scope. Specific objectives and benefits. Constraints, assumptions, and dependencies. You can follow any responses to this e...
buildingstrongerpartners.wordpress.com
Sales Tactics – Requirements Gathering | Building Stronger Partners Blog
https://buildingstrongerpartners.wordpress.com/2009/05/18/sales-tactics-requirements-gathering
Building Stronger Partners Blog. Fostering better business practices. Sales Tactics – Requirements Gathering. At National Instruments, we teach a ‘needs satisfaction’ approach to selling where:. A process of uncovering, understanding, and satisfying customer needs. 8211; A customer want or desire that can be satisfied by your product or service. Until you understand the big picture, there is not much sense diving into the details. For instance, my wife and I like to take vacations, but would often en...
buildingstrongerpartners.wordpress.com
Project Estimation (1of 3) | Building Stronger Partners Blog
https://buildingstrongerpartners.wordpress.com/2010/10/26/project-estimation
Building Stronger Partners Blog. Fostering better business practices. Project Estimation (1of 3). One of the areas that has always amazed me with respect to Alliance Partners and their system integration efforts is their ability to estimate and ultimately bid the project cost. It seems almost an art (perhaps a black art) as it is a science, but it is critical to the success of the business. It starts with gathering good requirements which is an art in and of itself. In a previous post. Working on multipl...
buildingstrongerpartners.wordpress.com
100th and Final Post | Building Stronger Partners Blog
https://buildingstrongerpartners.wordpress.com/2010/12/21/100th-and-final-post
Building Stronger Partners Blog. Fostering better business practices. 100th and Final Post. It seems only fitting that my 100th post on this blog will be my last. As you may have seen in the NI Alliance Partner News on December 17th, I will be transitioning to a new role focusing on companies that supply NI with services (e.g. calibration, maintenance, and so on). Changes to the NI Alliance Partner Team. Armando Valim, Partner Programs Group Manager. Julie Schreier, Partner Programs Marcom Manager. This ...
