How to price the software is always a hot topic in the software industry. It's a hornet's nest.
There is a netizen to give me a comment, it is worth pondering and discuss with you:
has just begun to write well, the more the writing the more outrageous, not 35 people, and the textbook approach. Now the price of the project is we can be around, you count 800,000, someone else bid 600,000, others reported 300,000, you do not do. No one's doing it. It's true that you have to eat a rebate project and do it well. I'd like to ask how big the demand for software projects in China is. I think you're counting your own books, that's good. But customers are not admit. China is not the only company you have. I often say: we are developed by commercial software companies. We write code to work for less, but to make more money. Therefore, we do not have the tools or the means or the technology or the management system that will not allow us to reduce our work and make more money. Therefore, our development costs, implementation costs, service costs of the calculation table is not for what look good or what formal, we are to solve our own problems. We are very realistic. We set up pre-sale, is in order to fear the sale of disorderly promised customers, the final project implementation cycle longer difficult requirements change more. We do this form, but also for fear of sales disorderly quote, finally fooled signed a single, the development department and the customer met to implement, only to find that the money is not enough project cost. Finally wipe the buttocks by the boss scold or Development Department implementation Department. And the sales department because of good relations with the boss, the board is not hit. as we all know, now this kind of plan to bid the label contract is going superficial work. Know that the project signed a contract, the real development of software and implementation of software to know that there is a customer list, the previous sales in the follow. and sales, the development, implementation, service these details of the process and costs are not understood. And the sales and the single person is often the decision-making people of the enterprise, the SOFTWARE function details also do not look. And, now do industry management software, purely to hear the tender killed in very little. It's all about the relationship, it's all about the relationship. So the plan, the Mark Ah, there are no details of the question, do not have detailed research program. Signed such a result of the contract amount, the real project implementation, the demand will change how much, the project cycle really how long, the real project after the end is a profit is a loss, is an unknown. anyway has signed, the loss is the boss of the matter. And it will be known at the end of the project. Moreover, the implementation of the project is the development department and the implementation department, they spent the project funds, after the project lost, but also their problem. I signed the list back, I took the money from the customer pocket to take back the company's people, without me, the company those programmers they do not use, they know that every day and so on hairI can work by taking the project down after my salary. That's the idea of selling. So, in the software company, the sales position is very high, the developer incredibly status is very low. Scolded by the boss how still not completed, was the customer scold how our needs have not been done. code is the boss can not understand. The boss will see the function is finished not finished (and finished not finished, but also just look at the developer's Operation demonstration, and then ask the project manager specific actual progress, the real customer requirements of the function finished not finished, only the project manager and programmer himself know). In particular, the more superficial the software is, the more complex its interior actually is. Unless the functionality itself is simple. Generally, in order to block the complex things to let the computer automatically processed, to write very complex code, and presented to the user is a simple operation, only in this way, to improve user productivity, which is the benefits of software. But the boss can't see or understand the internal code. The boss saw so simple operation function, how did you not finish two weeks? So, we have a lot of work in the past, not only for our own work needs, we also to let the boss see our labor results. So we have written design documents, test cases, test reports, help documents, demos, requirements management libraries, bug management libraries, each version of the archive source code and documentation, and also use a dedicated Development department server, indicating that the company is loaded with the most important asset: Software source code. Boss A look at the company's most important product source code are on the above, the document is also on the above, each version on the above, rest assured many. (The more suspicious the boss, he will send his own cronies to oversee the constraints, and the more constrained to the resources more cautious the more delay, afraid that the people do not know what is busy all day programmers of the guy put his money into chaos. Therefore, the development Department must be able to understand the boss of the initiative of the full presentation to the boss, so that the boss to alleviate suspicion. This is a lot of development managers do not do things, so the development manager often and the boss relationship is very stiff, finally more resources, and eventually the lack of the director of the dislike, and finally the boss, he also dislike boss, and then parted. We are out of this development cost, implementation cost, service cost calculation table was originally designed to let the boss understand that we did very hard, let him understand that a management software is not he often draw document form and report statistics with Excel. This software really needs so many steps, so many people, so many days of cooperation to complete. but we can't talk to the boss like that. The boss is not interested in how much the employee eats. The boss is interested in making much money. So, to tell the boss, it is necessary to make more money from this point of view. We talked about the chicken wings and chicken legs sold separately, than selling whole chickens to be more cost-effective. Moreover, we offer substantiated, the customer will not be guilty of waist cut 50 percent. Because he felt that every account was real and he could not bargain. we can think about one more question: How do customers decide that their bid price is 600,000? The customer is the enterprise, it is not the software company it certainly does not understand the software company's cost composition and the project personnel disposition. How it knows to solve his problem of information software, 600,000 can be done. There may be two reasons for :
First, look at their own enterprises in the past few years to make money, their bosses have always attached importance to information-based, this project is not important, their own enterprises can dig how much investment.
Second, the same type of software, asked about their friends, but also according to their past information cost experience, roughly in the market price on this number. So, tube informatization of cio,60 million clap forehead decided. Enterprise boss A look, well, can out of the start. So it's settled. In this way, a 600,000 will be set down. However, the process of this 600,000 decision is flawed:
First, indeed, how much money the business has to do. But need information to solve the problem, in the end how much money to really do? Who knows how much money to count? If the CIO of the enterprise does not know how to calculate it, then the last software company he chooses can only be the lowest offer or the best speech, or his acquaintance, convinced that the acquaintance is good for him, and will not ruin the project even if he has been implicated.
Second, China's information technology has been constantly standardized, mature, professional. So the Enterprise CIO asked around friends, their past information cost experience can be suitable for today's price changes? (My mother always mentioned the prices and prices of 2000, the price of things are too outrageous) and software companies, not to investigate the situation of customer problems, nor to think about how to solve the problem, nor to calculate the cost of solving these problems. And the same as the customer patted the forehead to set the price. Why should software companies do the same? If you really go to the normal work, it may solve the problem calculated to be 1 million. What do you do? Can you stop the list? You can either cut down on the functionality to make some customer problems unresolved or not well met. Either you convince the customer that the offer is real, and it really takes so much money to solve your problem. What will the customer say?
One result: Because the customer's 600,000 offer is originally a pat on the forehead, 600,000 can solve the problem is not convinced. So he will listen to why the software company reported 1 million. Does the software company understand and solve the problem in a big way, or is it really talking?
One result: Sorry, we can only dig 600,000. For the first result, the trend is very good. Because he is willing to really settle down to listen to analysis rather than pat the forehead. You quoted the substantiated, he will adjust his reserve price. If he does have a budget that can only cut 600,000, he will balance the scope of the project. We have also said before, development, implementation, Service has advanced, intermediate, standard three levels of personnel, the cost is not the same. And many of the projects are optional. You can do it yourself within your own business without forcing a purchase. Customers will go to adjust their choice of projects and select the level of development implementation service personnel. If the competitor reported 300,000. How did he do 300,000? Is his development implementation service method advanced, so the cost is low? Is his development implementation service staff low cost of travel low costs so low? If the competitor does the method advanced to you, the personnel cost is lower than you, then you quoted 300,000 certainly is the death, you are in this list the success, the confession is convinced. If not, there are two possible outcomes for this competitor:
Results one, the price is lower than the actual necessary cost, closed at a loss.
Results two, in order not to lose money, then reduce the quality of the project, fool over. For both of these results, the first result is less likely because no one wants to close the door more. That only the second result: fooled. Therefore, the domestic management of software prices are increasingly low, closing a career in the software companies are also a minority. Fooling people's projects abound, the enterprises are afraid of the software has not been convinced that the software can solve the problem. Where is the root? The root of the enterprise does not know the software cost composition, set the reserve price. and software companies, in order to get a list, the price is lower than the customer's reserve. In this way, the cycle of round, the price is getting lower, software companies in order to survive, and constantly deceive the matter of capital preservation. Finally until the fool's customers know that the software company is a liar. Either fool to the end of the door, or innovate to solve the problem by breaking the vicious cycle of price cage. That's what we're quoting now. You can try it, too. But the premise is: You must have pre-sales personnel and sales staff together to play a single, pre-sales personnel survey and analysis of customer status and problems, and propose solutions, and then sales together with the completion of the sales quotation. The salesperson will make a good balance between the rational price and the perceptual price, both to take care of the company's project end profit, and to take care of the customer's price psychological bear line.
How the software quotes how to Price
