Developing project-customized

Developing Project-Customized, Concerted, and Comprehensive Lead Generation Strategies will Increase LG Success Rates the CREATION of Leads... 

There you have the essence—in a few words—of a sound approach to market development. But it lacks one essential characteristic. Let s call that motivation. Motivation comes only from a complete understanding of the product, its value to the customer, and a personal commitment to the entire project. This is known as justification and summarizes the reasons for undertaking the market development project in the first place. It is the keystone that holds the arch in place and provides the basis for commitment to a successful venture. 

All the technical, commercial, and political information obtained during a survey needs to be sifted and assessed in order to understand the customer s overall position and the best way to proceed with the sales development project. 

As an example, Fluor s Global Automation Team develops or customizes high-value, business-driven project automation solutions and, in doing so, creates value for clients. At Fluor, knowledge flows freely between employees located in more than 50 offices worldwide. The company s proprietary program, called Knowledge Online, is an Internet collaboration that allows members continuous access to Fluor experts located around the world and also to more than 22,000 knowledge objects. 

Typically, at the beginning of a product development project, the product development team faces difficulties in understanding the vocabulary used by customers for both existing products and new concepts. The information pump is a web-based discussion game that encourages customers to think hard and... 

To make Scrum conform to lEC 61508, the final validation in each iteration should be done both as a validation of the functional requirements and as a RAMS (Reliability, Availability, Maintainability, and Safety) validation, to address specific safety issues. If appropriate, the independent safety validator should take part in this validation for each sprint. If we discover deviations from the relevant standards, the assessor should be involved as quickly as possible as he is normally not involved in the validation for each sprint. Using an iterative and incremental approach means that the development project can be continuously re-planned based on the most recent experience with the growing product. This principle is related to the well-known principle of the Deming/Shewhart cycle [18]. Between the iterations, it is the duty of the customer or product owner to use the most recent experience to re-prioritize the product backlogs. 

In comparison to conventional safety requirements the peculiarity of SACs is their origin and the kind of addressees. The origin of SACs are item safety cases. SACs are relevant for other development projects or the users of the customers. They are directed bottom-up to the superior architectural levels while conventional safety requirements concern top-down relations. 

As mentioned in the previous chapter our solution strategy to manage and control the related overall costs is to create a common and reusable safety lifecycle model that can be customized and tailored to a specific safety development project. The key success criteria for this solution strategy are reusability and low cost in the customization and tailoring. 

Ehrlich and Rohn [12] analyze the potential benefits of better usability from the viewpoint of vendor company, corporate customer and end user. They state that by incorporating usability activities into product development project both the company itself and its customers gain benefits from certain areas. When compared to other usability cost-benefit models analyzed in this paper, Ehrlich and Rohn present the most comprehensive discussion about different aspects of usability cost-benefits. 

Before setting about the task of developing such a model, the product development process requires definition along with an indication of its key stages, this is so the appropriate tools and techniques can be applied (Booker et al., 1997). In the approach presented here in Figure 5.11, the product development phases are activities generally defined in the automotive industry (Clark and Fujimoto, 1991). QFD Phase 1 is used to understand and quantify the importance of customer needs and requirements, and to support the definition of product and process requirements. The FMEA process is used to explore any potential failure modes, their likely Occurrence, Severity and Detectability. DFA/DFM techniques are used to minimize part count, facilitate ease of assembly and project component manufacturing and assembly costs, and are primarily aimed at cost reduction. 

The standard requires systems to be in place to ensure management of appropriate activities during concept development, prototype, and production according to customer advanced product quality planning and control plan manual or project management manual. 

The standard requires the supplier to ensure the confidentiality of customer-contracted products and projects under development and related product information. 

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