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:

  1. 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)
  2. 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%.
    1. Note: There are reasons why you should offer three options, and why at these specific numbers. We’ll skip this for now.
  3. 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
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