Agile Fixed Price - XPDays 2015 More complex is the project more difficult is to meet the customer expectations. Let's how Scrum can streamline customer collaboration in a Fixed Price project. How to run a project when scope, time and cost is fixed from day one? How to collaborate with your customer to have success with the project that have a lot of constraints? How to bring out the true value for your end-users? Approaching the project in an agile way! In this talk we will see a true story about a project that started as a "fixed all" and have been delivered successfully in time, in budget and with the true value for the end user. The approach? Use the 7 "super powers" for customer collaboration :-)

1. An experience on how Scrum helped the customer collaboration in a Fixed Price
project
1
AGILE FIXED PRICE
@giulioroggero @marcocalzolari

2. August, 10 - 2014
a phone call…

4. “Can you send me an
offer all-fixed for the
20th of August?”
Here is the 17 pages Request for Offer…

5. Gulp :-O

6. Critical Points
• Understand the client requests from
the RfO
• Estimate time and cost properly
without the team support
• Reduce the risk to fail
• The Client is not an easy one, it’s a
public company

8. 7 Clients Types
• Commander: "I control everything"
• Urgent: "... then you're done? I need it now!”
• Not involved: ”it’s not my business"
• Collaborative: ”cool, we work together!"
• Undecided: "what do you suggest me? What if we
... "
• Delegator: ”they told me that may be we are late"
• Gold plater: ”can you add also that? "

9. Clients
have
Needs and
Problems
Earn, save,
protect
Meet the
customers needs
Innovate,
create, invent

10. How to satisfy them?

11. Use Superpowers!
A superpower is an uncommon ability that helps
the hero to solve problems that seem impossible
for common people

12. 7 Superpowers
1. Telepathy
2. Zen Patience
3. Super Resistance
4. Teleportation
5. Super focus
6. Faster than light
7. Time Machine

13. I’m joking :-)
... but

14. Ultimate super power is…

15. “Customer collaboration over
contract negotiation”
3rd value of agile manifesto

16. What does it means?

17. Share the risk

18. www.agilereloaded.it
We row all in the same direction

19. The (real) 7
superpowers we used
in this Fixed Price
Project
… and not only

20. 1 – Identify the real goals of your Client
2 – Align Client goals with the Customer
(end user) goals

21. How we can collaborate?
low Alignement between Client and Customer Goals high
lowConstraintshigh
We are a great team but
doesn’t deliver
High collaborationContinuous fighting
and scope change
Why we are doing this
project?

22. External Suppliers
Expo2015
App Key Features
Identification
App Development
Move in
Lombardia
Go to
Expo2015
Adv
Web Site
Totem Commuters
Tourist Expo2015
Datacenter
Trenord
Customer Care
App Expo 2015
App Development
App Promotion
Customer care
App Maintenance
Ticket sales
Improve Trenord Brand
Improve Trenord Sentiment
Business Model Canvas – App Expo 2015
Customer
Relationship
Partners Value
Proposition
Customers
Channels
Revenue StreamCost Drives
Key Activities
Key
Resources

23. Estimate the complexity
• Share how the cost structure of the project has
been estimated
• Use more estimation techniques
• Keep things simple as possible

24. Three-point estimation (PERT)
Probability
Estimated Cost
B
ML
W
Average
Planning Poker

25. 3 - Share the vision

26. Personas and Customer Journeys
• Write down customer questions and then try to answer
• Identify proto-persona to help the Client impersonating
the Customer
• Touch the product, a pretotype

27. Examples of questions for a Trenord
Customer
“When the next train to Varese will start from
Cadorna?”
“Is my train in late?”
“All train lines are ok?”

28. Personas, un metodo efficace
@marcocalzolari
Proto personas

29. Customer journeys

30. Story board workshop

31. 4 - Start to touch something as soon as as
possible

32. • From paper to product increment
• Keep the quality high (if doesn’t work we don’t show
it at the demo)
• Feedback loop, every two weeks a demo
• Continuous delivery in beta
• Continuous product backlog refinement

33. In the offer

34. Sprints and Releases

35. Continuous Delivery

36. 5 - Separate the formal contract part from Scrum

37. Contract highlights
1. Scope, Cost and Time
2. Constraints and Assumptions
3. Responsablity and guarantee
4. Acceptance Criteria
5. Change request management
6. Go-live support and maintenance
7. Intellectual property, know-how and source
code

38. 6 – Face problems and say “no” if you
are not adding value to the customer
The more early arise the problem the best is!

39. 7 – Be reliable
Keep your promises
Don’t create false expecations

40. 7 - … communicate …
Email
Telphone
Face to face

41. 7 - … and celebrate the success

42. … 6 months after

44. What we learned
Client
Reach business
targets
Supplier
Earn money
“Understand why the
Client needs your help is
the first step for a
collaboration.”

45. Your
superpowers?

46. Thanks to
@giulioroggero @marcocalzolari