Getting out of the software workshop (8)

8. No fish in shuiqing District

My friend opened a small fart company, with a total of 10 million sprees. Every year, I still don't die, but I am still living very hard. What we do at ordinary times is the 20 thousands or 30 thousands list, so we are lucky to do it.8-10Tens of thousands of orders. On that day, I suddenly called and said I would like to invite me to dinner.

The meal cannot be eaten. My friend told me: Hi, sorry. Immature customers are troublesome. The customer is too mature and is also a headache.

What should I do?

My friend said: You see, I used to take a document and the customer didn't understand the software, but he knew that there was a huajun Software Park with management software that could be downloaded for free. I quoted a price of 20 thousand.

The customer shook his head and said: I thought your software600I can buy it for a dollar. Why are you killing people?

My friend looked at me with one face: 20 thousand Yuan, you think it is expensive. We provide technical support, training, and customized development for you. I have provided you with a price of 20 thousand, which is already the price of my Taobao sales.

The customer is still shaking his head: no one knows about your software development, one computer alone, and no fees, we will sell 20 thousand. You see, we buy raw materials to build factories, attract people to buy pipelines, engage in transportation, attract investment, and advertise price wars, but we are so hot. We are all about cost, very low gross profit, and hard-earned money. What about you? raw materials are not imported, pipelines are not bought, and plants are not built. They sell for 20 thousand RMB. How high is your profit?

My friend is speechless.

My friend is hoping to have a company that understands the difficult software industry.CIOMutual consistency.

This time he finally met.

Big job. This is a big job. My friends commented on this project.

It was originally an enterprise and planned to develop a set of management software for its nationwide distributor channels to manage the nationwide invoicing. However, this is because it is a big job, so the customer requested to clear the price, not to pay for it+Renewal Fee+... =The total cost is so simple. He needs me to give him a reason. Why. And this enterpriseCIOThe most difficult part is that he told me not to tell me that the daily cost of one of your developers is3000Block. Your developer's monthly salary9Ten thousand?

This time I fold. I used to make a small list, which is also related to the customer (Which of the following is a strange phone number for the 30 thousand yuan list ?), So I signed the order. Water is clear, there is no fish, it seems that the software profit is high, but the software cannot be seen, it is not easy to sell, ah, the price quoted is high, everyone thinks that you have a high profit, do not eat who you eat. So Ye is everywhere, and I have to burn incense to any door. In the end, I don't have much left. You have to pay your employees, give gifts, pay taxes, and pay office rent. The monthly fee is for money. Bitter.

I deliberately teased him: you shut down the company and go back to workProgramMember.

My friend smiled with a secret: Haha, it is much more than earning money by working for others. Don't interrupt me. Give me a method and make him feel reasonable about how to make a quotation.

I said: see it. I was dumbfounded and worried about the dark. In the future, the era of shoot brain will never go forever. The customer is not a big customer either.10Ten thousand will give you10Tens of thousands. No one will sign the order with you.

My friend said, "How can you teach me.

I said, alas. The problem I encountered is different from yours, but my solution can also solve your problem.

The problem I encountered in the past was that I had been wondering how to increase sales revenue. Otherwise, you will not be able to earn much money if you are using software on this old road. Therefore, I have introduced some methods in the R & D process management to introduce full-time project managers, publicCodeDevelopers and testers can collect requirements, control requirements, arrange progress, and control quality. In terms of product manufacturing, I introduced artists to beautify the interface, and introduced text to write exquisite help documents, product White Papers, demonstration versions, and video teaching. Let the sales team open a ticket to the customer.PPTIt seems like this is a professional product when you look at the product demo. In addition, I have made great efforts in implementation, consulting, and technical support to keep this kind of professionalism consistent. Otherwise, the customer will feel very professional before signing the ticket, once you sign the list, you will be confused, so that the business will not be done.

Sometimes you may encounter a scenario where the customer says that your stuff is too expensive, and your answer is usually not expensive, so I will report it to you.3Tens of thousands of RMB, your company's flow of water is 0.1 billion a year, you take a BMW car maintenance3000Multiple blocks. You can see that software can be used by all employees and improve the operational efficiency of your company.3Tens of thousands of blocks, multi-value ah.

However, customers still feel expensive. Why? It's not that he can't afford the 30 thousand yuan. He may ask his customers to eat, and he can eat a meal.3Tens of thousands. Why does he think he eats?3Tens of thousands of blocks are not expensive, while3What if you buy ten thousand pieces of your software? The reason is that he thinks your product is not worth it.3Tens of thousands. However, he doesn't know about the software cost structure even if it is worth much. Therefore, he estimates the price based on his mind and makes a quotation for you.5-7Yes.

Software, especially management software, is very similar to antique calligraphy and painting. He is very valuable to the person who knows the goods. In the eyes of people who do not know the goods, it is worthless. However, sales personnel who manage software, especially sales personnel, have very few formal management methods, most of which are techniques and cases. They like to make new moves, but do not catch a cold in step-by-step process operations, therefore, management software for the curing process does not play a major role.ExcelMore expensiveExcelDifficult to use, so I cannot tell how much the management software should be worth. The customer does not know the value or the sales value. In this way, the price negotiation between the two parties becomes mutual guesses. The customer thinks that5He estimated it would be true. But what about sales? It is estimated that the customer can affordXxPrice, so I will make an offerXxTens of thousands. The price has nothing to do with the software cost. In the end, it is unclear whether the project is profitable or not. I signed the list and completed my sales task.

This method is only available when I talk about the price in response to this sales and customer competition.

Let me tell you how to report the software development fee first. I will invite you to dinner next time. I will tell you how to make a quotation for the implementation.

Product development consists of the following phases:

1.Prepare customer survey and customer survey report

2.Functional Design and functional design instruction writing

3.Development

4.Test

5.Help documentation, training courses, and training demonstration versions

In fact, after the product development is completed, the Development Department's document team must conduct internal training for the training specialists and project managers of the Implementation Department. Otherwise, the product knowledge cannot be transmitted to the customer through the training specialists and project managers. This internal training is also costly, and customers and you will often miss out.

Because the function manual is used for internal product development, it will not be sold to the customer. If the customer wants to connect to the function manual as part of his product, he also needs to spend money to buy it. This is also the result of the hard work of copywriting personnel and project managers, and is not automatically generated. Pay-as-you-go is a must.

The product development team consists of the following personnel:

1.Customer Research Team

2.Product Development Team

3.Product testing team

4.Product documentation Education Team

The customer research team is composed of a project manager and training specialist who will personally go to the customer's site for research. Generally2Name composition,1Project Manager,1Training specialists. The quality of work varies depending on the salaries of people with different experiences. Therefore, our Research Project Manager also has three levels: Senior Research Project Manager, intermediate research project manager, and research project manager. If you are a customer, do you dare to sort out the enterprise's needs and processes to a new guy? His feelings for the enterprise are even inferior to that of a corporate gatekeeper. Of course, for different levels of research project managers, the cost of one day is also different. The matched research assistants (training specialists) also have different levels of experience.

The survey cost is calculated based on the number of research teams, the number of working days, the cost of their work, and the number of research homes. Transportation, accommodation, and meal expenses during business trips are not included in their work expenses. Research is the research fee, which is the research work, but the travel cost is the travel cost. If you put all these together, your research costs will certainly look very high, and the customer will ask you how a day3000Block, it is better to report clearly when reporting. Money is needed everywhere.

Generally, the survey period is two weeks. First, investigate and collect the details of the customer's current situation, and then sort out the existing situation. After understanding, summarize the questions and hold a meeting with the Research party. Both parties will discuss the questions and objectives and requirements. Finally, we made adjustments based on multiple discussions and obtained the final research report.

Why do I need two weeks. Because an enterprise has many positions in many departments. You need to investigate the entire organizational structure, responsibilities, and processes of the customer, their current problems, and their needs and objectives, we also need to negotiate with them to determine how to improve them. Otherwise, how do you design a system suitable for them. Without two weeks of research and discussion and repeated modification, your software is even more painful.3Day, development1Months, implementation and continuous modification2Monthly maintenance, modification, stability, and technical support3Month. The customer complained that your software was too unstable,NIf you do not have many requirements, you cannot pay the final payment. If you don't agree to their requirements, you won't be able to get the final payment. Therefore, the requirement is modified and updated, and otherBugAnd demand, a nightmare loop.

Let's talk about the research.

For example, research10Home customers. Customers are distributed in northeast China, North China, East China, South China, central China, southwest China, and northwest China. Research needs2Week time. If you still need to go on a business trip to work on Saturday, the overtime pay for the day off will be accrued according to national regulations.

calculate the cost. Senior Research Project Team, intermediate research project team, standard research project team, (The Daily survey cost for each survey project manager of the corresponding level + his daily meal fee, communication fee, and accommodation fee + daily survey cost for each survey assistant of the corresponding level + his daily meal fee, transportation fee, communication fee, and accommodation fee) x10 daily workday x10 in a city, check the survey cost. You can use an Excel auto computation OK now. You can set this formula to Excel . You only need to select the investigator you want to rank, enter the number of days for investigation, and then the total number of households to be investigated. The survey cost will naturally come out. If the customer finds it unacceptable, let the customer play with this formula until he feels that there is no moisture to play with it (he is not a bad guy either, it is a pleasure to squeeze a dry software company to die a software company. Therefore, what he recognizes is a reasonable offer, not an outrageous offer. The reasonable profits he recognizes are still cool ).

Think about it. There is no cost to contact the customer. It is a cost that everyone can recognize and understand. Assume that one of them is working on Informatization in this industry.5The research manager of the year, his monthly salary has reached6000There should be no doubt about the block. The lowest daily cost for this person is200RMB. Besides, other office expenses and welfare and taxes consumed by this employee are shared equally. Money must come from the customer's source ).

In addition, I do not have a computing and research team here2During the week's research4If you work on a day off, the overtime fee is not enough. You can calculate it.

After the research is completed, the development is required. You thought you could do it by hiring several coders. This is also a rare deal, and the constantly changing cost can let you make money. So in the future, we have to make a good decision from the very beginning (if you want to make more money, you can reduce all the configurations I have mentioned to you. Of course, the quality and effect are reduced. The price of one article is nothing for anyone. The current situation of domestic software is to make more money, and at last, the appropriate cost given by the customer is reduced, but what the customer reports is achieved.100%The number of effective personnel, the quality of personnel, and the number of personnel days. The gap is a small one ).

The product development team generally consists of the following roles:

1.Development Director1Name

2.Architect1Name, public code developer2Name

3.Business Development Team Lead1Name, main code development1Name, supporting development1Name. Each subsystem consists3The name of a person. Assume that4Subsystems, you need to have12Developer

The product testing team is generally composed of the following roles:

Tester1Name. Assume that4Subsystems, you need to have (4 + 1)= 5Developer, where+ 1Is a public code test.

The product documentation team is generally composed of the following roles:

1Each subsystem has one document and internal trainer. Assume that4Subsystems, you need to have4x1 = 4Name document personnel.

Therefore, a product development process4Subsystems are used as examples.

1.Customer Research Team2Name

2.Product Development Team16Name

3.Product testing team5Name

4.Product documentation team4Name

Total27Name participant (many people may say that I have so many people with three or five shots? The landlord is really funny and crazy about dreaming. I reported this number of people to calculate a reasonable staffing that can achieve the customer's results. Domestic software companies are often unable to meet the requirements, so the effect is constantly decreasing. However, I generally recommend that enterprises with three or five guns should be able to draw research, documentation, and testing personnel from the Implementation Department, so that the number of people can be reduced, but the work to be done cannot be reduced, in this way, the effect will not decay very badly. The status quo of many companies with three or five guns is a single scam, a single scam, and no one else, the two developers, from research, design, development, testing, implementation, and support, are both old brothers. Even a single person can pick them all. If you do not want to change the current situation, the software quality and competitiveness will not be improved .).

Customer survey cycle14Day. Product development cycle60Day, product test cycle10Day, product documentation cycle10Day, Product internal training cycle10Day. Because of the product test cycle and development synchronization test, the independent10Day is a comprehensive test. Product documentation cycle10The same is true for days. Product internal training cycle10Day (s). Training is required only after the product documentation is published.

So the overall project cycle will be14 + 60 + 10 + 10 = 94Day,27Name participant. To guarantee a product (4Subsystems+ 1System Management Systems) development quality.

Average per person6000Salary calculation in lunar January (raiping, because there are low-wage training specialists and auxiliary programming, middle-wage managers and leaders, and high-wage directors6000It should be reasonable .). The development of a product is about6000x3Month (94Days)X27Person= 486,000Fees (this can be all costs. You can see that there is no profit point for any enterprise in it ). In addition30%Gross profit, total486,000 + 145800 = 631,800. About63Development Cost and3Months to guarantee4Software quality and progress of business management systems.

You can make a calculation formula for the costs of these people. In the customer's requirement for quality and time constraints, the cost will come out as soon as you calculate how many people are used and how many high-paying people are used. The cost has come out, plus the reasonable gross profit you want, and you will get the price you should pay. Otherwise, you may lose money when the project ends. Are few companies dragged to death by projects?

30%Gross profit, excluding sales fees and tax and management fees.15%Below. That is to say, annual sales1000Ten thousand, pure profit150. Other expenses are incurred. There is no way to support the next year's re-development of production.

In this way, software companies are really miserable.

In this way, we can deeply calculate the cost and profit of a software company.600Yuan software customers should have understood it (of course, those who always think that the boss is Huang shiren's programmer may also be comfortable ).