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Topics: Agile, Benefits Realization, Consulting
Consulting - how to control performances & deliveries?
There is huge gap between Marketing & Engineering team in IT consultant companies. where they attract customers with initial low estimate, later charge them higher during change management. what will be better model in future with agile principles?
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Denathayalan -

This is typical in consulting firms where there is little communication between pre and post-sales teams and where incentives are siloed to encourage such behavior. It is also specific to fixed price engagements.

Kiron
I think you've answered your own question, Denathayalan. An agile framework means you put collaboration above contracts, people ahead of processes, and solutions over documentation.
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1 reply by Denathayalan Ramasamy
Apr 25, 2022 4:15 AM
Denathayalan Ramasamy
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Thanks, Stephane. will fixed price engagement be effective for those cases? i could see termination sometimes and change into hybrid type on procurements
Apr 22, 2022 8:25 AM
Replying to Stéphane Parent
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I think you've answered your own question, Denathayalan. An agile framework means you put collaboration above contracts, people ahead of processes, and solutions over documentation.
Thanks, Stephane. will fixed price engagement be effective for those cases? i could see termination sometimes and change into hybrid type on procurements
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1 reply by Stéphane Parent
Apr 25, 2022 6:47 AM
Stéphane Parent
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Yes, fixed price is effective as long you fix the price of an iteration, not the scope.
Apr 25, 2022 4:15 AM
Replying to Denathayalan Ramasamy
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Thanks, Stephane. will fixed price engagement be effective for those cases? i could see termination sometimes and change into hybrid type on procurements
Yes, fixed price is effective as long you fix the price of an iteration, not the scope.
Buyer beware.

This is a problem only because buyers allow it to become a problem. Everyone recognizes the risk yet few actually analyse that risk, develop mitigating measures and make cost and time allowances. Buyers need to ask - and have answered - how change management, time management and cost management is going to be implemented both internally and by the potential consultant contractor. Some buyers think that a mitigating measure is including clauses in the contract such as: "there shall be no cost increases". These clauses are useless because the issue is not cost increases but scope changes usually driven by the buyer.

Buying is not just ordering up the product or negotiating the contract. Don't buy the service, buy the delivery.

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