Teste

Sales tip 1: Many small projects are

better than one big project

It's a well-known fact that project success rates

are higher for small projects than for big ones

[Johnson 2002]. Small projects are easier to

oversee, require fewer people, handle fewer

requirements, estimation errors are smaller, and

they lead to tangible results faster… I prefer

smaller projects, lasting a few months, requiring

a handful of people. But what if my customer

has a really big need? Do I need to take on that

extra risk that a big project brings? Maybe

not…

I always try to reduce the size of a project to a

level that I'm comfortable with. Does the

customer really require all that stuff? First of

all, we have to prioritize the requirements: what

is crucial, what is important, what is nice to

have? If we just do the crucial stuff, could the

customer use the product? If not, what do we

need to add? What would be enough for a first,

useful release?

Customers are often surprised when I do this,

but there are many advantages for them:

· Project cost is reduced if we can drop or

postpone some features

· The users get the software earlier than

expected, as the timing is reduced

· Project risk is reduced as we work on

fewer requirements and concentrate on the

high value features

· The customer can evaluate the outcome

of the project sooner

· They can delay their decision about the

requirements that are not in the first

release. At that time they will have more

information and knowledge to make a

better decision. This allows the customer

to "Decide Later" [Poppendieck 2003].

I get some advantages too:

· My risk is reduced, as I have to estimate

and handle fewer requirements, get

feedback sooner and have a smaller team.

· I can prove myself and gain the trust of

the customer by delivering something

worthwhile. Most of the tips in this text

rely on a constructive, open and trusting

working relationship with my customer. A

Sales tip 1: Many small projects are

better than one big project

It's a well-known fact that project success rates

are higher for small projects than for big ones

[Johnson 2002]. Small projects are easier to

oversee, require fewer people, handle fewer

requirements, estimation errors are smaller, and

they lead to tangible results faster… I prefer

smaller projects, lasting a few months, requiring

a