The second most important thing to know about value-based projects is to scope last.
Yes, last.
Here are the steps to be complete before you determine the scope:
- As best as you can, determine the value of the project in the eyes of the client (see the post about finding the project’s value)
- From there, you come up with three options at the following price points: Option 1 is 10% of the total value of the project. Option 2 is 22% and Option 3 is 50%.
- Note: There are reasons why you should offer three options, and why at these specific numbers. We’ll skip this for now.
- For each option, decide a scope that will either accomplish the client’s business goals or exceed them
As an example, let’s say you are asked to perform a Salesforce audit. You determine the value of the project is about $100,000.
- Option 1 would be $10,000
- Option 2 would be $22,000
- Option 3 would be $50,000
For each option, you decide a scope.
- Option 1 could be to perform the assessment and produce a report card
- Option 2 includes option 1 and corrects all mistakes found
- Option 3 includes option 1 and 2 and also includes advisory consulting for a period of 6 months after the assessment is complete
The takeaway
There are several benefits of scoping last. One of them is: as long as the business goal doesn’t change, then doing a little extra work won’t significantly impact you.
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Salesforce