Month: July 2018

How do do a win-loss review for a services bid [Guide notes] [Free template to download]

This WinLoss template is to be used as a guide when reviewing the outcome of a bid for a contract. As the name suggests it is to be used for occasions when you have won the deal or when a post mortem is to be held if you have failed.
Question: When is it most essential to do a WinLoss review?
Answer: When you have won!
OK also when the deal has been lost and especially when this was a ‘must win’ a review is essential but the most useful time is actually when the deal is brought in. Such a debrief enables you to understand the reasons for your win and also a review might reveal hidden dangers.
Such as:

  • You are an incumbent and won because the risk or trouble to change was seen to be too high on the client side – you need to know these so improvements can be made. Next time you might not be so lucky!
  • You won but the opposition was so poor that despite a poor proposal you still got through – again reflect on the need to improve.
  • You might also uncover some interesting information. Once in a desk top utility bid (we won) and I was asked to do the review with the client. All went very well and I asked ‘what were the proposals like from the other competitors’. To my surprise the client said, ‘well you can have them if you like’, which I accepted although a bit reluctantly as I am sure a non-disclosure was in place.

I have put together a template based on work I did a while back and the download link is shown below. If you have comments or suggestions for updates please add comments below:

Download template here:

SIZE: 28.41 KB

Article source: http://www.roymogg.com/how-do-do-a-win-loss-review-for-a-services-bid-guide-notes-free-template-to-download/

The questions to be asked in a project audit [checklist]

Project Audit – A check List

The primary purpose of a project audit is to find the reasons for apparent failings in the project process, and answer:

  • Is the project going to deliver something useful that meets requirements?
  • Is the technical approach being used still appropriate?
  • What is the current state of the project?
  • Is the business case still valid?
  • Is the project organised in an effective way
  • Is the project context hindering or helping progress
  • Are industry standard project processes being followed
  • Is the project following industry best practice development methods?
  • What should be changed to improve the project focus?

The output of a project audit will be the answers to these questions and a practical assessment what can be done to improve and fix problem

Areas of investigation

Project management

  • Does the project communicate effectively with its sponsors and other stakeholders
  • Are decisions taken rationally and quickly?
  • Does the management team have appropriate skills and experience?
  • Project organisation and staffing
  • Is the project divided into effective work units (teams)?
  • Is there capacity within the team to handle the workload?
  • Are the teams located appropriately?
  • Are roles and responsibilities identified and clear?
  • Are internal and external communications effective?
  • Does the staff have appropriate skills and experience to do the job?
  • Is staff working in a suitable physical environment?

Project processes

  • Are project controls in place?
  • How are work-packages identified and allocated?
  • How is progress managed?
  • How is change managed?
  • Is proper version and configuration management in place?

Project planning and reporting

  • What kind of plan is there?
  • Is the level of detail appropriate?
  • How has the plan been validated and agreed?
  • How is progress against plan reported?
  • Where is the project against the agreed plan and what are the reasons for deviations?
  • Are the exception plans in place?
  • Is the project actually at the point where progress reports say it is?
  • How feasible is achieving the future goals in the plan?

Technology choice and usage

  • What tools and technologies are being used?
  • Why were these tools and technologies selected?
  • Is the selection in line with industry best practice?
  • Are appropriate skill-sets available to manage technology set?

System architecture

  • How do the pieces that make up the solution fit together?
  • Can the solution meet the quality requirements (speed, load, reliability? etc.)?
  • How are technical decisions made? Is there a design authority?
  • How are technical decisions recorded?
  • How is technical feasibility demonstrated?

Functional requirements

  • What is the requirements analysis process?
  • How are users involved in the process?
  • Are the requirements clear, complete and consistent?

Software design

  • How are functional requirements turned into solutions?
  • What kind of design documents is produced?

Code quality

  • Are coding standards in place and followed?
  • Is the code clear, efficient and well-organised?

Testing

  • What kinds of testing are carried out?
  • What testing strategy is in place?
  • How is testing planned and managed?
  • Is there a “test to fail” or “test driven” philosophy?
  • Is testing automated?
  • How are test cases identified?
  • What kinds of test tools are used?

Royston

Article source: http://www.roymogg.com/the-project-audit-check-list/

Careers: Attractors, Bifurcation Points and Bull Durham

Does luck more than judgement drive our careers?

This week, we’re staying with the idea of career choice but are going about as far as away as you can get from Holland’s career congruence and person-environment fit — so hold on.

In the 1988 film “Bull Durham,” aging minor league baseball catcher and slugger Crash Davis (Kevin Costner) complains to Annie Savoy (Susan Sarandon) about the inherent unfairness that she, rather than he or Ebby Calvin LaLoosh (Tim Robbins), gets to decide which of the two will receive her personal favors and coaching mentorship for the season. He asks her, “Why do you get to choose?… Why don’t I get to choose? Why doesn’t he get to choose?”

She replies, “Well, actually, nobody on this planet ever really chooses… I mean, it’s all a question of quantum physics, molecular attraction, and timing. Why, there are laws we don’t understand that bring us together and tear us apart.”

Organizational writer Gareth Morgan, in his Images of Organizations (Sage, 1997) explores the use of nine metaphors to examine ways of considering organizations. One of those metaphors, “flux and transformation” (see chapter nine) presents us with four “logics of change,” embracing all of the ideas to which Annie alluded — and much more.

Morgan’s second logic of change, “shifting `attractors;” the logic of chaos and complexity is particularly interesting. Though this book was written with regard to the relationship between organizations and their environments, it’s fun to layer some of these ideas onto individuals and their careers. As we discussed last week, the applicability of choice when considering careers is open to question. A great career fit based on congruence may or may not exist. If it does exist, it may be difficult to discover — or its competitive nature may exclude all but the most skilled and talented. It may be a career that’s gone in 20 or even 10 years, or it may require the careerist to play a role that doesn’t seem quite as attractive a few years down the road.

So, then where else might we look in making career choices?

Drawing from the theories that inform Morgan’s second logic of change, here are some ideas for you ponder.

Chaos theory posits competing attractors – i.e. circumstances or “contexts” that pull a non-linear system toward one situation or the other – for example, away from an existing context and into a new one. In order for the pull to resolve in favor of a new context, a system gets pushed far from its equilibrium into an “edge of chaos” situation, where “bifurcation points” (forks in the road) emerge. These bifurcation points represent different potentials. Inevitably, some sort of new order will emerge, though it cannot be predicted or imposed. Morgan advises that the implication for managers is to “shape and create `contexts’ in which appropriate forms of self-organization can occur.” New contexts, he continues, can be created by generating “new understandings of a situation or by engaging in new actions.” Further, in non-linear systems, it only takes very, very small changes at critical times to trigger “major transforming effects.” Anyone, he continues, who wishes to change the context in which he operates should search for “doable, high-leverage initiatives that can trigger a transition from one attractor to another.”

This is all very esoteric, but what it might really come down to for the individual is being on alert to recognize situations in one’s employment context where competing attractors have the potential to create “edge of chaos” situations. If there is a practical lesson here – other than continually scanning the horizon of one’s employment context – it might just be to think small instead of thinking big.

Here’s a personal example, which only in retrospect makes sense – as I certainly had no idea what I was doing at the time… When I was downsized (made redundant) in 1993, the company I worked for worked very hard to provide helpful support to those of us who had been displaced. It staffed and opened a full-time outplacement center, provided a generous severance package and gave us two weeks to vacate. I had planned to use the career center – but first, went around the building leaving handwritten notes on the doors and desks of people I knew, advising that I would be available to help with projects, if needed, until I figured out what I was going to do. (Broad-based work solicitation wasn’t permitted within the old context). Well, I only made it to the career center once — because that one small series of note-leaving acts resulted in a deluge of consulting work that launched a new career. The downsizing had created an “edge of chaos” situation that led to a new context – one in which my skills could now be used for the benefit of the organization. Through naïvete and uncertainty, I had somehow navigated a bifurcation point in a way that has worked out pretty well – at least so far. I’m a little embarrassed to be using this personal example because there was such an element of luck involved — and this good fortune is not something I take for granted.

Just please take the following away: If you and your career are verging on an edge of chaos situation, are there small actions that you can leverage into major transformations?

If anyone has thoughts or examples, please share.

Till next week. All my best,
Jan

Morgan, G. Images of Organization. (1997). Thousand Oaks, London, New Delhi, Sage.

Article source: http://www.roymogg.com/careers-attractors-bifurcation-points-and-bull-durham/