Joe Armstrong о том, как убеждать заказчиков
Все-таки, этот мужик невероятно мудр...
As soon as you know *anything* about the requirements of the system start building a prototype - show the customer the prototype.
At the next meeting say "I don't really know what your problem is but I've built a little prototype to test my understanding ..."
Do not tell them "your problem is easy" (never, never, never (even if it is), this is always perceived as an insult)
Offer the customer a fixed price, fixed delivery time, pre-development prototype. The cost of this should be less than the cost of making a requirements specification.
Do not make an offer for the final product - say "I cannot I do not know enough" -
Try to deliver a working prototype within three weeks - even if they don't pay - do it anyway.
Assume you will land the project and start working on it today.
Don't sell the final product - but the next step - which should be small understandable, cheap and quickly delivered. Tell them this is "agile" and you are a "scrum master" - they will love this you don't have to know what the words mean - these are just magic words that need to be said.
Do not use words like "functional" "proof" etc. these have bad karma.
Start building the prototype as soon as you read this mail.
This approach has worked many times.
You're selling time-to-market and low-development costs - they will be skeptical - you will do this with 10% of the effort needed for Java/C++ - but they will not believe you. So go do it ...
As soon as you know *anything* about the requirements of the system start building a prototype - show the customer the prototype.
At the next meeting say "I don't really know what your problem is but I've built a little prototype to test my understanding ..."
Do not tell them "your problem is easy" (never, never, never (even if it is), this is always perceived as an insult)
Offer the customer a fixed price, fixed delivery time, pre-development prototype. The cost of this should be less than the cost of making a requirements specification.
Do not make an offer for the final product - say "I cannot I do not know enough" -
Try to deliver a working prototype within three weeks - even if they don't pay - do it anyway.
Assume you will land the project and start working on it today.
Don't sell the final product - but the next step - which should be small understandable, cheap and quickly delivered. Tell them this is "agile" and you are a "scrum master" - they will love this you don't have to know what the words mean - these are just magic words that need to be said.
Do not use words like "functional" "proof" etc. these have bad karma.
Start building the prototype as soon as you read this mail.
This approach has worked many times.
You're selling time-to-market and low-development costs - they will be skeptical - you will do this with 10% of the effort needed for Java/C++ - but they will not believe you. So go do it ...