Metzger Business

August 12, 2009

Client Integrations

Filed under: Big Business — Tags: , , , , , , , , — MetzgerBusiness @ 11:25 am

There are many service companies out there that have to do client integrations so that they can best serve their clients. So what should I expect in the way of support as a client and how easy should a company make it for me to integrate?

Let’s start from the beginning. The Sales Process:
During the sales process the service company should know what types of questions to ask so they can recommend the most efficient and effective way to integrate with your company. They should already have a profile of companies that are similar in size, function, industry, technology infrastructure and revenue so they know how to recommend integration. I know I know you’re special and different and so is everyone else. For that matter so is every project I have ever work on yet somehow they always get developed through the same processes even if it’s agile, XP, or some other methodology. In the end the methodology is always get the requirements, design, build and test. So as I was saying the service company should know approximately where you will fit into their integration process. The service company should be able to explain why you fit into that integration level and approximately how much effort it will be to integrate with them based on past experience. Obviously they should also be able to explain the benefits of the integration to your organization.

Once there is agreement to move forward with the service the sales person will begin gathering a pre-defined set of data. Ideally this information will be written down on a nice check list that can be presented to the customer with definitions of the needed information and a short explanation of why the information is needed. If the service company has this information put together in this manor then you know they really have their stuff together.

The next step in the process will be for the sales person to bring back the information collected from the customer to the integration team and review what is needed for the specific customer as well as finalize on the decision of which integration is appropriate for the customer. The integration team will then put together the standard set of documentation pertaining to the defined integration level including project plans, technical documentation, communications plan, and any other supporting documentation.

It is now time to schedule a meeting with the customer and their development team. All documentation should have been provided and reviewed before the meeting begins. The goal of the meeting should be to answer any questions about the integration and build plans for implementation. There obviously may be other meetings and discussions along the way to facilitate the process but this outlines a smooth and well established path to integration.

Look for my next article on how can Social Media and Enterprise 2.0 better faciliate this process.

April 28, 2009

How to evaluate a business

Filed under: Big Business,Small Business — Tags: , , , , — MetzgerBusiness @ 9:34 pm

When a leg is removed from a 3 legged stool the stool can not stand. This is an analogy often used in business and should be considered when you research a business opportunity. While evaluating any opportunity you’ll want to see that the strength of each of the legs are balanced and have the strength to hold up the stool (Business).

What are the 3 legs of the business stool?

People

The number one most important part of a business is people. The people who work for the business; the people who work in the business; the people in the industry; the people who buy the business product and the owners of the business. They are all important considerations.

You must feel comfortable with the people you are working with and believe in them and act in a manor to make them believe in you.

You must understand who your customers are, what they want and where they are located. This is traditionally called developing your target market. Additionally when your target market comes in your door you must treat them with integrity and respect, and it never hurts to smile and be friendly.

Process

Processes create efficiency. When you perform a task in your business are you completing it in the most effective manor. Do you know the order in which you do your daily activities for your business. They should be as ingrained as waking up, brushing your teeth and washing your face. I previously worked for one of the most process focused companies in the world. UPS. They measure everything from how long it takes the driver to turn off the truck, turn and get out of his seat, find the key to open the back of the truck. They run all aspects of their business by measuring efficiency and focusing on making the process improvements to improve.

By the way if your processes are that ingrained then you should step back and look at them objectively to see if they can be improved.

When evaluating a business you must validate that the processes are in place. If they don’t exist then you will have to make them up as you go. If you are new to the business or industry then you’ll see then having processes in place will tremendously decrease the cost of your learning curve. If processes aren’t in place then you should probably toss that business aside since it will be costly and overwhelming to manage.

Technology

Technology is an important piece to every business but it’s important to recognize that even the best technology can not be helped without the best people and processes in place. Automating a bad process will drain a company of money quickly. However, when processes and people are in place technology will catapult your business to the highest levels possible. Technology can be leverage to help any business no matter how small and is an absolute must if you want your business to grow over the long term.

Finally no business venture will be successful if you don’t commit. There are many opportunities out there. You need to find one that fits your personality and lifestyle. But don’t forget to consider the 3 legged stool when evaluating your next business opportunity.

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