The scenario below is a fictitious but I have no doubt that it plays itself out on a regular basis in the real world. In our story the e-mail below was sent in response to a request from a client for information about whether a certain project could be done and, if so, by what date.
Dear Tom,
After some discussions with our Software Development department, it has been decided that I need to submit a formal “Business Request” (BR).
What this means is that in accordance with their CMMI compliant processes Software Development will need to size the change and submit a price and time estimate. It also means that the process has been taken out of my control and therefore I can no longer guarantee that I can get as timely a response.
The normal process for our Software Development department is to meet once per month and gather the BRs they have received and talk through the pricing estimate. If the business decides that they are willing to pay the price Software Development has given us, then the work goes into the queue to be scheduled.
The project is placed in the queue based on a point system, which weighs importance, level of complexity, and the resources required to work on the project and their availability.
At this time I cannot guarantee that I can meet your timeline.
Roger Smith
Director – Customer Sales
XYZ Co.
Clearly this is a missed opportunity and if we ratchet up the stakes by suggesting that the company makes tens of millions of pounds a year from the relationship with the client then this adherence to process not just isolates the Software Development department but brings it into direct conflict with the business.
We all realize that there needs to be an orderly and structured approach for dealing with Software Development requests so what is it about this scenario that doesn’t quite sit right. Well I guess it’s because all the customer was really asking for was a time and cost estimate for the project, and the long, drawn-out process described in the e-mail to get to this simple answer just doesn’t cut it.
So what would you do? I’m sure that nearly everyone reading this blog has to contend with this very question on a regular basis. So rather than tell all of you what changes I think this particular company should make, I’d like to take an opportunity to learn from your collective experience.
How would you advise this company to change its process in order to be more responsive to critical customer requests? Would you:
- Make the Software Development meetings more frequent?
- Make those meetings collaborative with the business?
- Eliminate the company’s point system?
- Have the business submit a request with certain date and budget parameters from the start?
- Something else?
The value in hearing from everyone on this topic is not so much in finding THE answer, but in generating some conversation and in exposing a variety of possible answers, each of which has its place, depending on the organisation and the specific situation involved.
Acknowledgement: Thanks to Marc J. Schiller for a posting on the Tech Republic blog site which I have adapted for our CMMI world.






