Difference between revisions of "Offerte/en"
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Also [[FAQ/Offerte]]. | Also [[FAQ/Offerte]]. | ||
| − | === | + | === Newcomers === |
| − | :<big>''' | + | :<big>'''Interested clients''' sometimes wonder '''why''' 2Value '''doesn't have any permanent staff''' and how this works. Read the below content and [[FAQ/Relaties]]<br/></big> |
| − | :<big> | + | :<big>Read the [[FAQ/Nieuwe associate | questions we get (in_DUTCH)]] if interested people think "I quite like that '''associate thing'''.<br/></big> |
| − | :<big> | + | :<big>Read [[Bemiddeling | what we can offer (in_DUTCH)]] intermediaries such as '''recruiters and selection agencies'''.</big> |
| − | :<big>''' | + | :<big>'''Design agencies''' between the end client and developers usually have to get [[#Via grotere partij|"used"]] to 2Value.</big> |
| − | {{Ambox|text=" | + | {{Ambox|text="I don't have time for this! It's too complicated!"<br/><br/>That's fine, if you ended up on this page by yourself, you can skip all this, or click on the section that does apply to you.<br/><br/>It's a different story though if 2Value specifically recommended you to read this page: If you can't make time for how we can make clear arrangements towards the end customer, 2Value might not be the right company for you.}} |
| − | = | + | = What happens with quote requests from clients? = |
| − | We | + | We filter the request on professionalism, completeness of the specifications and how the request matches the expertise and project approach of 2Value. |
| − | = Is | + | = Is a quote obligation-free? = |
| − | + | Yes and no. 2Values receives more quote request every day. This often requires quite a bit of effort from our side. | |
| − | + | A quote is a snapshot of a fully functional and technically specified system based on a budget (unless infinitely large), priorities (if everything is important, nothing is important)and a time frame (unless the system never actually has to be finished). | |
| − | = | + | = Why can't you just give us a quote? = |
| − | + | A customer will have to give his or her ''input'' on important elements of the job. Think of functional specifications, priorities, budgets, resources, commitments when it comes to manpower, decision making, and so on. Some customers think that 2Value does this all for free. | |
| − | + | If the above is not fully arranged, 2Value can for a fee advise and assist customers with getting the specifications and input in order A sensible, credible quote is impossible without specifications. | |
| − | 2Value's expertise | + | 2Value's expertise should always be appreciated (reed: paid for). The next steps after the above results are our strength and work: architecture, engineering, breaking up the functional blocks into sub-tasks, defining achievable results based on the (part) budget, priorities and time frame. |
| − | + | As long as prospects are happy to pay for this, the expertise and quality of our company and people are respected. However: people who feel that this should all be for free.... | |
| − | = | + | = Other companies do come and talk for free! = |
| − | 2Value | + | 2Value makes estimates free of charge and obligation-free, puts comprehensive quotes on paper, and gathers the right experts for the job. |
| − | 2Value | + | By doing so, 2Value offers prospects a nice piece of added value during the quote process: |
| − | * | + | * we consult flexible independent specialists for advise and estimates |
| − | * | + | * we can deploy regionally based specialists |
| − | * | + | * we process 2Value's internal second opinions during the process |
| − | + | The customer has also put in quite a bit of effort with input documents and an initial selection of potential providers. The request for a quote is often preceded by internal agreement. | |
| − | = | + | = Relations = |
| − | + | Quotation requests reach us in different ways: | |
| − | # | + | # directly |
| − | # | + | # through a partner (Current partners, refer to internal [[private:Partner:Relatie|Partner:Relatie]]) |
| − | # | + | # through an associate (Current associates, refer to internal [[private:Associate:Relatie|Associate:Relatie]]) |
| − | # | + | # through a large new party |
| − | # | + | # through a small independent |
| − | == | + | == Directly == |
| − | + | The 2Value construction kicks in if case the request comes to us '''directly'''. 2Value will look for matching associates and partners for the job and offers as the one that's responsible at the end, the customer a single contact point. | |
| − | == | + | == Through an associate == |
| − | 2Value | + | 2Value has more that 200 individuals in its network (experts that have visited at least one 2Value meeting) and approximately 15 associates. ([[User:Hvancann|hvancann]] 09:02, 2 August 2009 (UTC))<br/> |
| − | + | The number of associates climbed up to 23 in 2010. | |
| − | === | + | === Advantages === |
| − | + | An associate is familiar with how the quoting process works. He/she knows that the potential job is to big for him/her alone. He/she also knows that: | |
| − | * 2Value | + | * 2Value will resolve his/her capacity issue |
| − | * 2Value | + | * 2Value will supplement his/her limited availability |
| − | * 2Value | + | * 2Value uses professional project management tools and techniques (OTAP with SVN) |
| − | * 2Value partners | + | * 2Value can bring in partners for infrastructure, training, design, interaction design and an international help desk |
| − | * | + | * with 2Value, you have the knowledge and experience to get those larger clients in and serve them up to standard |
| − | * | + | * you have a good agreement with the other associates (which is the [[associate overeenkomst | the associate arrangement]]) |
| − | * 2Value | + | * 2Value covers the service on behalf of him/her |
| − | * | + | * united with 2Value you stand strong |
| − | * | + | * you can freely dispose of the course of the project and the expertise that you don't have yourself (the principle of the 2Value ''customer owner decides'') |
| + | === 2Value's role === | ||
| + | '''What does 2Value do for this associate?''': | ||
| + | # call the client for an interview with a so called recipe as result | ||
| + | # compose a consultation request for a select group of experts (teams of approx. 2 to 4 people, based on the scale and complexity of tje job) | ||
| + | # assess which input of which associate/partner fits best with the components of the job | ||
| + | # set up an internal Skype session with the involved parties to clarify issues if required and if needed after consultation with the client | ||
| + | # Formulate the content of the quote and present a quote with an competitive budget specification | ||
| − | === | + | === Customer owner decides === |
| − | ''' | + | 2Value always applies this principle. ''Customer owner decides'' means that the party that brings in the potential job can also indicate |
| − | # | + | # how he/she wants this job done |
| − | # in | + | # which role the customer owner wants to play him-/herself |
| − | # | + | # who in the team he wants to involve (and who not) |
| − | # | + | # that he/she wants information about how much other team members cost within the quote |
| − | # | + | # which information of his/her part of the job needs to be confidential internally or externally |
| + | # how much extra time must be put in the content and presentation of the offer by 2Value. The customer owner must initiate and execute this himself. | ||
| − | === | + | === Customer owner advices === |
| − | + | The customer owner can't decide everything, particularly not when it comes to 2Value's expertise. | |
| − | + | * About the conditions of the quote | |
| − | + | **that have a coordinating nature | |
| − | + | **that effect the professionalism of the work | |
| − | + | **that effect the complexity and achievability of the aftercare | |
| − | + | * About the rate of others within the team. 2Value determines in consultation the value of the quote. | |
| − | |||
| − | == | + | == Through a partner == |
| − | + | 2Value sometimes make an exception for partners that are customer owner: the quote and invoicing are literally ''on behalf of'' both partners to the potential client, and the partner can be responsible for the total result. 2Value always has: | |
| − | * | + | * flexibility and freedom towards the customer when it comes to actions and communications |
| − | * | + | * visibility in the project (name and credits) |
| − | + | For example: the hospital Flevoziekenhuis, with ''Stone-IT/2Value'' as contractor. | |
| − | |||
| − | |||
| − | + | Current partners: http://www.2Value.nl/wij-zijn-2Value/partners | |
| − | |||
| − | |||
| − | |||
| − | |||
| − | |||
| − | |||
== Via grotere partij == | == Via grotere partij == | ||
Latest revision as of 03:56, 10 April 2013
| Language: | Nederlands • English |
|---|
|
Also FAQ/Offerte.
Contents
Newcomers
- Interested clients sometimes wonder why 2Value doesn't have any permanent staff and how this works. Read the below content and FAQ/Relaties
- Read the questions we get (in_DUTCH) if interested people think "I quite like that associate thing.
- Read what we can offer (in_DUTCH) intermediaries such as recruiters and selection agencies.
- Design agencies between the end client and developers usually have to get "used" to 2Value.
 |
"I don't have time for this! It's too complicated!" That's fine, if you ended up on this page by yourself, you can skip all this, or click on the section that does apply to you. It's a different story though if 2Value specifically recommended you to read this page: If you can't make time for how we can make clear arrangements towards the end customer, 2Value might not be the right company for you. |
What happens with quote requests from clients?
We filter the request on professionalism, completeness of the specifications and how the request matches the expertise and project approach of 2Value.
Is a quote obligation-free?
Yes and no. 2Values receives more quote request every day. This often requires quite a bit of effort from our side.
A quote is a snapshot of a fully functional and technically specified system based on a budget (unless infinitely large), priorities (if everything is important, nothing is important)and a time frame (unless the system never actually has to be finished).
Why can't you just give us a quote?
A customer will have to give his or her input on important elements of the job. Think of functional specifications, priorities, budgets, resources, commitments when it comes to manpower, decision making, and so on. Some customers think that 2Value does this all for free.
If the above is not fully arranged, 2Value can for a fee advise and assist customers with getting the specifications and input in order A sensible, credible quote is impossible without specifications.
2Value's expertise should always be appreciated (reed: paid for). The next steps after the above results are our strength and work: architecture, engineering, breaking up the functional blocks into sub-tasks, defining achievable results based on the (part) budget, priorities and time frame. As long as prospects are happy to pay for this, the expertise and quality of our company and people are respected. However: people who feel that this should all be for free....
Other companies do come and talk for free!
2Value makes estimates free of charge and obligation-free, puts comprehensive quotes on paper, and gathers the right experts for the job.
By doing so, 2Value offers prospects a nice piece of added value during the quote process:
- we consult flexible independent specialists for advise and estimates
- we can deploy regionally based specialists
- we process 2Value's internal second opinions during the process
The customer has also put in quite a bit of effort with input documents and an initial selection of potential providers. The request for a quote is often preceded by internal agreement.
Relations
Quotation requests reach us in different ways:
- directly
- through a partner (Current partners, refer to internal Partner:Relatie)
- through an associate (Current associates, refer to internal Associate:Relatie)
- through a large new party
- through a small independent
Directly
The 2Value construction kicks in if case the request comes to us directly. 2Value will look for matching associates and partners for the job and offers as the one that's responsible at the end, the customer a single contact point.
Through an associate
2Value has more that 200 individuals in its network (experts that have visited at least one 2Value meeting) and approximately 15 associates. (hvancann 09:02, 2 August 2009 (UTC))
The number of associates climbed up to 23 in 2010.
Advantages
An associate is familiar with how the quoting process works. He/she knows that the potential job is to big for him/her alone. He/she also knows that:
- 2Value will resolve his/her capacity issue
- 2Value will supplement his/her limited availability
- 2Value uses professional project management tools and techniques (OTAP with SVN)
- 2Value can bring in partners for infrastructure, training, design, interaction design and an international help desk
- with 2Value, you have the knowledge and experience to get those larger clients in and serve them up to standard
- you have a good agreement with the other associates (which is the the associate arrangement)
- 2Value covers the service on behalf of him/her
- united with 2Value you stand strong
- you can freely dispose of the course of the project and the expertise that you don't have yourself (the principle of the 2Value customer owner decides)
2Value's role
What does 2Value do for this associate?:
- call the client for an interview with a so called recipe as result
- compose a consultation request for a select group of experts (teams of approx. 2 to 4 people, based on the scale and complexity of tje job)
- assess which input of which associate/partner fits best with the components of the job
- set up an internal Skype session with the involved parties to clarify issues if required and if needed after consultation with the client
- Formulate the content of the quote and present a quote with an competitive budget specification
Customer owner decides
2Value always applies this principle. Customer owner decides means that the party that brings in the potential job can also indicate
- how he/she wants this job done
- which role the customer owner wants to play him-/herself
- who in the team he wants to involve (and who not)
- that he/she wants information about how much other team members cost within the quote
- which information of his/her part of the job needs to be confidential internally or externally
- how much extra time must be put in the content and presentation of the offer by 2Value. The customer owner must initiate and execute this himself.
Customer owner advices
The customer owner can't decide everything, particularly not when it comes to 2Value's expertise.
- About the conditions of the quote
- that have a coordinating nature
- that effect the professionalism of the work
- that effect the complexity and achievability of the aftercare
- About the rate of others within the team. 2Value determines in consultation the value of the quote.
Through a partner
2Value sometimes make an exception for partners that are customer owner: the quote and invoicing are literally on behalf of both partners to the potential client, and the partner can be responsible for the total result. 2Value always has:
- flexibility and freedom towards the customer when it comes to actions and communications
- visibility in the project (name and credits)
For example: the hospital Flevoziekenhuis, with Stone-IT/2Value as contractor.
Current partners: http://www.2Value.nl/wij-zijn-2Value/partners
Via grotere partij
Als partijen 2Value nog niet goed kennen, is er voorzichtigheid. Als 2Value meteen zichtbaar wil zijn naar klanten, denk je ho, wat gebeurt hier??! Een dergelijke reactie snappen we prima. 2Value kijkt zelf ook eerst de kat uit de boom met nieuwe relaties. Wat hier gebeurt is het volgende:
- 2Value heeft unieke kennis en kunde in open source websysteemontwikkeling en jarenlange ervaring in het runnen van projecten
- We weten dat we regie moeten kunnen voeren over op z'n minst ons deel van de projecten, zo zitten we van binnen (samen sterk door/met associates) en van buiten in elkaar
- We hebben een aantal ervaringen met subcontracting en onzichtbare aanbiedingen achter de rug die ons in het bedrijfsbeleid vastberaden hebben gemaakt
Bedrijfsbeleid
Het is daarom bedrijfsbeleid dat 2Value:
- geen onzichtbare subcontracting kan doen. Ervaringen uit het verleden hebben geleerd dat we rechtstreeks met de eindklant onze methodiek moeten kunnen hanteren.
- Rechtstreeks naar klanten open communiceren over tarieven. Dat betekent voor partners die een prospect aanbrengen geen blinde marge op onze uren. Eindklanten worden ook niet blij van sales fees en marges zonder dat er meerwaarde aan toegevoegd wordt. Het is beter om als team sterk te staan. Elke partner doet waar hij/zij goed in is en levert resultaat.
Parters die een stuk voorwerk vergoed willen zien, kunnen vergoeding daarvan het best vooraf met de eindklant regelen. Is het daarvoor te laat of kan het anderszins niet: Voor partners die met 2Value willen werken, kan prima een verdienmodel worden ingericht.
Wat kunnen we voor grotere nieuwe partijen betekenen?: coöperatie richting klanten en daaruit voortvloeiend mogelijk een partnership.
Verdienmodel partners
Partners kunnen in het 2Value model een deel van de opdracht opeisen. Daar dient inzet en resultaat tegenover te staan. Denk aan:
- Een of meer management rollen in projecten: denk aan Contractmanagement, Accountmanagement en Projectmanagement
- Een of meer technische rollen in projecten: denk aan Designer, Template builder, Webmaster, Developer, etc.
- Een of meer rollen in het support team: Eerstelijns, tweedelijns en/of derdelijns support medewerkers.
2Value, het woord zegt het al, kan alleen meewerken aan constructies waarin elke investering door eindklanten waarde toevoegt aan de oplossing.
Via kleine zelfstandige
Vaak kloppen kleine zelfstandigen aan bij 2Value met een mogelijke opdracht die aan hen kan worden gegund. Meestal omdat een associate of netwerker hen heeft doorverwezen. Terughoudendheid zoals bij aanvragen #Via grotere partijen (zie boven) komt dan voor.
2Value trekt daarin dezelfde lijn. We kunnen voor kleine zelfstandige het volgende betekenen: associateschap en evt. coöperatie. Door formeel associate te worden, regelt de klanthouder meteen de relaties met 2Value collega's en partnerbedrijven (het partnercontract)
Hoe werkt het?
Wat doen wij met offerteverzoeken van klanten? En wat betekent deze afhandeling voor klanten?
Wat doet 2Value met offerteverzoeken?
Klanten hebben te maken met accountmanagement. Intern vindt achter de schermen een heel afstemmingsproces plaats om te komen tot een evenwichtige aanbieding die value for money representeert.
accountmanagement
De verkoopafdeling van 2Value
- bestudeert de aanvraag
- spreekt de klant met haar eigen aanvullende vragen
- stelt een intern recept op van het websysteem dat de klant vraagt
medewerkers
2Value's medewerkers bestaan hoofdzakelijk uit Associates. Met hen is een overeenkomst aangegaan waarin alle basisregels met betrekking tot omgang met klanten, collega's, vertrouwelijke documenten e.d. is geregeld.
De Associates van 2Value
- bestuderen de aanvraag
- stellen aanvullende vragen op
Leiding
2Value projectmanagement
- 1. organiseert een conference call voor betrokken associates en het accountmanagement, waarin
- vragen aan bod komen
- vragen worden opgesteld aan de klant
- knopen worden doorgehakt over de onze kijk op de vraagstelling, de visie op het werk, de aanpak en de randvoorwaarden
- 2. 2Value contractmanagement draagt zorg voor een bevredigende afloop van het project of support voor alle partijen.
Betekenis voor klant
2Value betekent voor klanten in het offertetraject:
- passend aanbod dan wel alternatieve aanbieders
- schriftelijk commitment van kleine zelfstandigen op planning en uren
- enkelvoudig aanspreekpunt
