I'm not speaking in the abstract here. I've seen clients who fell for bid to win behavior from the internal IT team, leading to an outrageous budget and schedule overrun along with the perception that half the functionality isn't there at the end of the project. I've also seen clients take the bait from external contractors, leading to endless ECOs because of unforeseen problems in data conversion.
Does this sound like 21st century IT? Does this sound like cloud computing? It sure reminds me of mainframe projects. Talk about the Thing that Wouldn't Die.
What's the Antidote for Bid to Win? Agile.
With any good monster movie, there's some secret way to kill the creatures. Maybe the solution strategy here is more like Agile Anonymous.
In most complex cloud projects, bid to win is the right answer to the wrong question. Instead of asking, "How do we get the lowest initial price?" fixate instead on the question, "How do we get the most business value with the fewest surprises?" The next part of this series will help you come up with an answer.
David Taber is the author of the new Prentice Hall book, " Salesforce.com Secrets of Success" and is the CEO of SalesLogistix, a certified Salesforce.com consultancy focused on business process improvement through use of CRM systems. SalesLogistix clients are in North America, Europe, Israel, and India, and David has over 25 years of experience in high tech, including 10 years at the VP level or above.
Follow everything from CIO.com on Twitter @CIOonline.
Read more about project management in CIO's Project Management Drilldown.