Selling Agile to clients
The world of software development has changed. The world of web development is catching up. Agile is the future, waterfall is past – but persuading clients can be tricky.
This post is all about how to persuade a client that Agile is not only right for them, its the only sensible choice, with a few facts and sample answers to their inevitable questions.
The Standish Group has researched 40,000 IT projects in the United States over 10 years between 1994 and 2004 and compiled the findings in the “CHAOS Chronicles” report. It found that still, two thirds of all projects either fail totally, or are over time, over budget and/or lacking critical features and requirements.
However, success rates have improved more than 100% over the period, the primary reason for which, according to the Group Chairman, Jim Johnson, is “Doing projects with iterative processing as opposed to the waterfall method, which called for all project requirements to be defined up front, is a major step forward.”
These statistics alone may not help you “seal the deal”, so if a client asks some other questions, here are some sample answers that may help you win their business.
| Client says: | You say: |
| Will you deliver everything I want? | You can perform comprehensive requirements analysis and go through a lengthy specification process at the start of projects, but no matter how much planning you do, when you start using the software, some things could work better, some things are over-engineered and some things just aren’t required at all.
Change is inevitable. The Agile process permits, facilitates and welcomes change. By delivering minimum working functions of business value per iteration, you get to re-evaluate what to do in the next iteration, based on usage of real working software. Your requirements, priorities or even your strategy may change. What you actually want, may not be the same thing as what you thought you wanted. You find this out as soon as possible, rather than at the end of the project, minimising financial your risk. The end result is a solution that maximises your return on investment, exactly meeting your business’s real needs, and eliminates risk of developing wasteful, unwanted or sub-optimal features. |
| Why can’t you give me a fixed bid? | It is widely accepted that fixing the scope of a project at the start is the primary reason why two thirds of all software projects fail. Without a fixed scope, you cannot fix the budget.
However, we can guarantee NOT to exceed your budget. We may not complete all the features you think you want, or in the way you think you want them to work, but we will deliver the features that are of the highest value to your business and will maximise your return on investment. In addition, continuous prioritsation and frequent delivery of the features of highest business value, provide a maximum and earliest return on smaller initial investments. |
| Will you deliver on time? | After each iteration you will have a production-ready, working software that offers maximum value to your business and you can go live with what you have so far at any point in the development process.
The primary focus of the agile approach is on working software over comprehensive documentation that no-one ever reads, thus saving massive amounts time creating something that only gets used when the project is completed, to prove what is delivered is what you signed off, when you realise what is delivered doesn’t satisfy your users needs. |
| Am I tied into an open ended contract? |
You can decide to not commission any more iterations whenever you feel like it, for whatever reason, and you will still have production-ready, working software that offers maximum value to your business.
Initial contracts can just be for one or two iterations and we hope that over time you will come to see us as a business partner rather than in a client-vendor relationship, whereby you’ll become assured that our development team will adequately solve your problem for a reasonable cost. Agile methodologies are all about trust, contracts are all about protection. |
| Do I have to spend more time on the project? | You’ll probably have to invest the same amount of time in the project as if we approached it with a waterfall methodology, but the time will be spread out evenly over the duration of the project as opposed to lots of time at the start helping us identify and document requirements and lots of time at the end testing the product as you would in a typical waterfall project.
By working with us in this way you get continuous feedback and total visibility on actual vs planned progress. You will never get surprise bad news on the planned delivery date saying your project isn’t ready yet. You’ll get to communicate directly to and work closely with the development team during each iteration planning meeting, eliminating middle-men which saves time and promotes consistent understanding, not to mention benefitting from the experience, knowledge and recommendations of the “troops on the ground”. In addition, you’ll gain insight into what a feature costs, which allows you to make an informed decision about whether that development will provide a sufficient return on your investment. |


4 Responses so far
August 4th, 2008
3:22 pm
I’m enjoying these agile articles, and I’m curious how things are going for you. Last I hear (via Twitter I think), was that you were able to sell Agile to your boss. How is it going?
August 4th, 2008
10:34 pm
Hi Jason, cheers for the comment. Its going slowly I’m afraid – we have to wait for suitable client apparently! In the meantime I guess we’ll keep delivering solutions that don’t fulfill client’s real business needs! I live in hope ;-) How about you? Already doing Agile, or thinking of giving it a go? Please come back and share your experiences.
August 29th, 2008
7:21 pm
Hey, Neil.
I’ll be sharing these articles with my bosses. All I know is that something needs to change with regards to our process, and what you’ve described sounds close to what I’m envisioning as a more productive process. Thanks and keep the articles coming (when you have time of course).
August 30th, 2008
10:00 pm
Jason, cool, good luck with that. I hope they go for it. I read an interesting article the other day about the “End of Agile”, the idea being that in the future it will just be called software development as this is the way all projects will be run. I will try and keep the articles coming, next one in the Agile series will be about the different flavours of Agile out there.
Leave a comment