Coming out of the software workshop (20)

20. Tired

Sometimes, I feel like a big crab, always a string.

I just talked about how to collect requirements for new projects. Someone asked me to manage the upgrade requirements of old products.

some people say: Teacher, I have read a lot it project management books also talk about requirement management. However, they are demand research, demand analysis, and demand confirmation. They all seem to be aimed at new projects. We maintain old products. The boss calls us to add a demand function, where can we conduct demand research, demand analysis, and demand confirmation. The boss said that we had to write the Program at home one day without understanding the customer's requirements. The most familiar customers are the implementers who stay with the customers every day. Therefore, the implementers should be asked to add features to our software. However, what are the requirements of implementers? For example, XXX poor functions. For example, it is recommended to be easier to use. The boss does not trust us. He is afraid that we will block the demands reflected by the implementers. Instead, he specially sends a person to collect the requirements from various channels every day and reports them to the boss every day, in addition, I also want to report to my boss every day how many requirements have been modified today, how many requirements have not been changed, and when can I finish the changes? I want to reply to our development department. In addition, every few months, the boss will bring together all the staff of the company to raise requirements for the software. A group of people are sitting in a meeting room, and everyone can pick up one module and one module. Enable the software function on the spot, demonstrate, and explain what the software should be made. The title should not be called like this. The alignment is incorrect. It is not obvious that the font should be bold or a red prompt should be given here. Alas, every day, we need to modify these messy demands, be chased and asked about the progress, and endure the bad software that everyone scolded for developing. The boss also thought that we were not good at the level, and our demands were not changed. We had to modify 3 requirements in two days. In addition, the more requirements for modification, the more unstable the software. Why do we dare to raise our salary.

I said: this situation is common to you. Nowadays, many software companies open stores by their bosses, with dozens of guns from three to five people. They have relationships with customers and sell software for implementation to make some money. The company is not big either. If the software is not good, the implementation is not good, and the customer relationships accumulated over the years will not be good enough to be sold again, which is equivalent to breaking the boss's life. Therefore, the boss will certainly watch software development and implementation. Customers can make more orders in the future only when they have good use results. How can you understand the true intention of a specific requirement as a developer without contacting customers? Of course, the boss's thinking logic is right. How can you understand customer needs like this? Of course, the implementers are most familiar with the requirement and have the most authority. This is what you think as a boss.

I have also experienced this period of time. The trust of people and people is to constantly look at people and try people to gain trust and delegate power. This is also true for my boss.

How can customers better understand their needs than implementers? How can I convince my boss that I know customer needs better than the implementers? This is also a problem facing me.

I put products in an industry. Looking at competitors, looking at industry benchmarks, and looking at industry management experts, I have improved my products based on the product strategy and the profit model and competitiveness. How to attract more value-added products for profit, and how to ensure that the products are more competitive is my focus.

The requirements raised by the implementer are related to the customer's specific business process. This is the case for customers. If our software doesn't satisfy customers, we need to change it. If the customer is not satisfied with the change, the implementation will be unable to proceed, the Implementation Project will be postponed, and the implementation will be ineffective. Therefore, to protect their own interests, implementers must also change their development department. In addition, you have never been to the site, and you do not know the customer at all.

Who does the boss trust?

I am not an industry-renowned management expert, and I am not an industry starCTO. How can the boss trust my judgment on product competition in the industry?

The implementers are truly staying with customers every day, and they certainly reflect the truth.

The first cycle is to end with the Development Department's honest modification requirements.

Later, the boss personally led several implementation personnel demand meetings and wrote down everything to let the developers modify the meeting and let the implementers supervise the developers to modify the meeting, confirm that the modification meets the requirements of implementers and the implementers are responsible for testing. About records can be recorded each time, simplified from requirementsSqlserverDatabase Installation (because the implementation consultants are non-technical and have never been involvedSqlserverProducts suchExcelAndWordTherefore, most people will not use the report designer to move their positions to the report format. Instead, they will change the interface to a green background (that is, in line with the company image ). This situation has not changed until I have applied multiple policies at all levels in various departments.

After a while, the boss looked at the implementers and asked why the software was not tested? The implementer replied: developers do not need to change much, so we are waiting for them to develop.

Then the boss asked me, why not change it?

I said: programmers have been modifying it, but on the other hand, we have modified it many times to meet our needs.300There are multiple items, but are our products more competitive? What are our features? Where are our highlights? Where is our competitiveness?

The boss said: In any case, this is the customer's requirement. If the customer buys our products, we have the obligation to meet their needs.

I said: looking at this requirement, the customer asked us to make a video meeting in our management software.

The boss said: Check whether there is any free open source on the Internet.

I will not argue any more. Because I know that in his mind, it doesn't matter what kind of product or enterprise management software the customer needsERPTo join the game. The important thing is that customers cannot be offended. Customer relationship is the foundation of his survival, not the product.

I started to write my opinion on the industry online. Therefore, we have the honor to have many well-known industry management experts. They praised my point of view for its uniqueness and foresight.ArticleIt is also sought after by many netizens.

I will transfer some links to my articles to my boss and to the Implementation consultants who like to think about improvement. I will also often forward links to articles similar to my ideas to my boss.

The boss continued to organize the demand discussion meeting for all the staff, but this time he had a turning point. Although it is still a matter of making statistics on the number of incomplete demands, it is clear that he did not take the lead and control of the whole process as in the past. He said: you also need to run the customer and cannot stay at home.

As a result, I also ran some customers along with the Implementation consultant. Sometimes, I also took the main development team to visit.

In the past, there were great conflicts between development and implementation. Developers feel that there is no need to make changes, and the Implementation thinks it is necessary to make changes. In the end, if it is not enough, they will put pressure on the boss. In addition, customers have their own special business areas, and talented people also want to solve the problem themselves. The implementers, on-site implementation, fell victim to this customer and felt that the customer's solution was justified. As a result, developers have to follow the same method to modify it. But developers know that the software is modified in that way, and the software will die. This function can only be used by this customer, and other customers will not be able to use it. As a result, the developers scolded the implementers and turned out to stand on the client side to deal with their colleagues in the company.

However, after a visit, developers realized that the customer was facing such a problem. The customer actually raised the demand to solve the problem. However, it is a pity that the customer's ideas are too limited and they only want to solve their own problems. If developers were at the scene, they would be able to understand the root cause of the customer's problems, and they would be able to design better software functions to satisfy them. Alas, they all blame the implementers for not analyzing the root cause of the problem, only looking at the surface of the problem, but also proposing the best solution for the Development Department. It should be that, if you raise your demand and how to solve it is our development department's own business, we will comprehensively consider the balance.

I visited the customer for the following purposes:

1.Improve the knowledge of the Development Department by the boss and implementers. They all think that the Development Department is just a group of people who don't understand the customer's needs. They don't have to go on a business trip all day before the computer.Code. "You don't understand the requirements.

2.Improve conflicts between developers and implementers. Let developers understand the current situation of customers as well. Some things cannot be changed, and some things are intentionally made. As a developer, we should not assume that the software is in an ideal working environment, such software is not suitable for practical use. The Commission is still required. It is meaningless to scold the customer management level too many times and scold the customer for being an idiot. I told developers: Are people idiots? It's also an idiot to buy your software. Isn't it actually an idiot who buys your software? Doesn't that mean your software is so bad and worthless? Where do we get our monthly salary? Did the boss send it to us? The boss is not an idiot. How can I send money to us? The boss's money is also from the customer's pocket.

3.Understand the current situation of customers and find ways to guide and influence customers. What are the most urgent problems facing customers? What is the customer's awareness of the software? What do customers think of software? What do customers think this software should do? (Some customers think that our software should beQq). How does the implementer explain the management ideas in the software to the customer? How do implementers train customers?

After the visit, I did two things:

1.I posted an article about my visit experience. Sent to the Internet, the boss, and the implementer. After reading this, the boss said, "it seems that it is necessary to visit the website and do more in the future ". The relationship between the boss, implementation, and development has improved a lot.

2.Arrange the requirements that should be improved during the visit to the developers. Since developers are also very familiar with it, it will soon be changed. The implementer said that this function is good and practical.

The second round, development, implementation, and flat operations.

Then, I embedded the evaluation model mentioned in an article by industry-renowned experts into the software. In the pastPPTBut it is difficult to see implementation in software. Therefore, implementers can only talk about operations during the implementation process. The operation is not as goodExcelGood input, good modification, good query statistics, so the customer wants the software to be modified to that. All problems that the customer's existing system cannot solve are raised. Now we have a quantifiable management model. This evaluation model has become the core highlight of this software. To apply this evaluation model, the customer is willing to input data and maintain data.

In the third round, Development won.

Then I proposed the demand management system,WebType. No matter who implements it outside, the boss suddenly proposes it, or the sales proposal, it is entered into the demand management system. Classify requirements, give priority to them, and arrange development plans in a quantitative manner, so as to incorporate demand improvement software.

I also proposed to hold a user demand meeting every year. Invite customers with ideas and positive improvement ideas to attend the meeting. We will discuss face-to-face issues and common needs, discuss future industry opportunities and challenges, and jointly find solutions.

Leading customers, leading bosses and implementers to improve their awareness of products, the industry, the future, and competition.

Under my influenceItConsulting Service,ItEducation business,ItService,ItIntegrated Business,ItProduct development strategies and integration partners are gradually developing in a professional manner, providing the company with more and more profit models and revenue channels.

Oo, Design mode, interface ?! It has nothing to do with the customer? Why does the customer pay us? Why should the boss pay the development department? What is the significance of the development department? Translate into code? What does it mean? Tens of thousands of monthly salary? Why?

where is your value?