Re: XP, Requirements & Selling Organizational Change

--- In [email protected], "Bill Walton" 
<[email protected]> wrote:


I am looking to be the "change agent" that introduces the client to 
XP and sells them on its viability for a pilot project.  Somehow too 
I'd like to have some hands on involvement in the initial pilot in 
order to better learn what XP is all about.  Once established as 
viable, I'd like to work with the client on introducing XP throughout 
its development and sales processes.  

> Hi Dave,
> 
> What's your role in this?  You say "to a prospective client."  What 
services
> are you offering?
> 
> Best regards,
> Bill
> 
> ----- Original Message -----
> From: "davehane" <[email protected]>
> To: <[email protected]>
> Sent: Wednesday, April 16, 2003 3:49 PM
> Subject: [XC] 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
> > dhane-/[email protected]
> >
> >
> >
> >
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> >
> >
> >
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http://docs.yahoo.com/info/terms/
> >
> >
> >


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