XP, Requirements & Selling Organizational Change

> A discussion of the cultural, organizational, and business model 
implications, challenges, and solutions surrounding the 
implementation of eXtreme Programming.

In attempting to sell XP to a prospective client, I face two cultural 
challenges.  Firstly development management needs to buy into the 
idea and stand behind a pilot XP implementation.  Secondly I perceive 
the need to sell the client's sales management because the systems 
developed by the client are always the result of work sold to 
external customers.  

While I believe that I can successfully sell XP to development on the 
basis of it being a superior engineering approach, I am less sure 
about how to approach sales management.  

My client is used to collaborating with its customers to produce 200 
page requirements documents from which it begins its development.  
Obviously XP will change that paradigm.  I am interested in hearing 
how others might approach this second challenge. 

Thank you. 


David J. Hane
President 
Trenchant Systems LLC
3365 Shavers Lake Road
Deephaven, MN 55391 
612.812.9199
[email protected]



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