Discuss

METHODOLOGY

■ Are the Client’s Expectations, reasonable and achievable given his Budget and Timeline?►

This is the time to spot any possible inconsistency or pitfall in order to set up proper ountermeasures. After the take off, it might be too late.

■ And we, are WE sincerely able to provide the expected valuable contribute to the Client?►

It is now time to create a list of the key resources that should be assigned to manage the project successfully. Do we have these calibers in our portfolio of resources? If so, are they availablein accordance with the required deadlines or are they fully occupied on other projects? Do we have reliable alternatives? In terms of competences, are the required skills available on the market (local/global)? Is specific Training needed before staffing these resources?

■ What resources should we deploy to achieve the expected Goals?►

We have successfully managed many projects, so we are confident in our ability on this aspect. Our predictions are always prudent and based on solid analysis and cross-checks. They always allow us to find the proper balance between Client’s budget and Goals.

■ What Investment and Timeline can we foresee?►

■ What’s the optimal way to deliver the most useful and suitable results for this project?►

Is it per day, per Month, per Goal, per Progress Step? Which share of Swiss Management Services costs can be variable? The more the Client restricts our flexibility, the less the variable part will be, and vice versa. The model goes from Consulting to a Partnership and Swiss Management Services is open to both, and to all the grey shades in between.

■ Share the pre-analysis outcome with the Client and transparently highlight any possible discovered low-light.►

There a magic rule always valid: Fix your house first ! In fact is definitely not recommended to launch a new project if internal issues have still to be fixed. As example, shortage of Staff, Training needs, BrokenProcesses, Internal conflicts, Unclear Roles, etc. Any relevant lowlight spotted during the analysis will be shared with the Client together with possible measures to mitigate the effects and fix them before moving ahead with a new Project.

■ Discuss frankly with the Client any concern about his Goals and his Expectations.►

This is the time to provide to the Client a sincere feedback about how much realistic are his ambitions and expectations, compared with the available human resources and their skills, or considering the company infrastructure, its financial resources or its positioning on the market and many other factors. This is a true exercise of professionalism, The Client might disagree or react negatively at the beginning, but he will always remember that we were even ready to lose the business to protect his investment, and this will be a milestone for our professionalism and credibility. Setting up brave and reasonable targets and timing is probably the most important move of the entire relationship with the Client.

■ Clarify with the Client our requirements about his (his team) degree of involvement.►

Not everyone has clear in mind the real meaning of Consulting or Outsourcing. To delegate a Project to an external Partner does not mean that the Company can forget it. No matter how smart and brilliant is the Partner, the Project will always remain a Client’s kid, and he has to know that he is expected to play his role, whether in financial terms or ensuring that the Company Staff will support the Project, whether providing any required information or making himself available when needed.

■ Present a clear proxi of Roadmap, Budget, Metrics and Waypoints.►

The Roadmap must be shared with the Client and constantly updated, as The Budget and the KPIs that will be used to monitor the progresses and achievements. A lack of clarity at this point will create a huge risk for the Project to succeed. At this stage it is very important to share with the client a template of his weekly/monthly/quarterly report.

■ Calibrate SMS and Client’s vision before the kick-off of the Project.►

It is absolutely mandatory to be on the same page of the Client. The best way to achieve this goal, is to identify measurable KPIs and reliable Benchmarks, so we can look at them and easily agree. It’s fundamental to convey about qualitative perceptions (good-bad, profitable-unprofitable, expansive-cheap) and turn them as much as possible into quantitative (within +/-10% of budget, above-below the market average, il line with last 5 years growth, % of recovery from the gap, etc.). The objectiveness of this way of reading will be extremely.