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The Right Way to Select Technology

Book Description

Why do half of all technology projects fail? A major reason is that organizations often pick the wrong tools, leaving them digitally hamstrung from the start. This book offers a modern alternative to traditional waterfall approaches to selecting technology. You’ll learn a practical, adaptive process that relies on realistic storytelling and hands-on testing to get the best fit for your enterprise.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Contents
  5. How to Use This Book
  6. Frequently Asked Questions
  7. Foreword
  8. Introduction
  9. PART I: BUSINESS FOUNDATIONS
    1. CHAPTER 1: Craft a No-Bullshit Business Case
      1. Foundation for Any New Technology
      2. Types of Formal Business Cases
      3. Understanding True Costs
      4. Tips
    2. CHAPTER 2: Build a Selection Team That Works
      1. Sample Team Composition
      2. Tips
    3. CHAPTER 3: Get the Basic Foundations Right
      1. Establish Governance and Decision-Making
      2. Measure Capacity: Be Honest!
      3. Tips
  10. PART II: NEEDS AND OPPORTUNITIES
    1. CHAPTER 4: Capture Requirements That Don’t Suck
      1. How Not to Articulate Requirements
      2. Applying UCD Principles
      3. Information Gathering
      4. Tips
    2. CHAPTER 5: Why User Stories Are Everything
      1. How to Structure a User Story
      2. Example User Story
      3. Which User Stories and How Many?
      4. Tips
    3. CHAPTER 6: Ask Questions That Really Matter
      1. Example Questions
      2. Types of Questions to Ask
      3. Addressing Architectural Considerations
      4. Tips
  11. PART III: CONDUCT MARKET ANALYSIS
    1. CHAPTER 7: Find More Than the Usual Suspects
      1. Which Marketplace?
      2. Where to Get Good Information and Advice
      3. Which Type of Supplier: Tech Vendor Versus Services Firm?
      4. Tips
    2. CHAPTER 8: How to Target the Right Suppliers
      1. Use the Right Filtering Criteria for a Long List
      2. Use Scenario Analysis to Get to Short Lists
      3. Tips
    3. CHAPTER 9: Find the Right Solicitation Vehicle
      1. RFI vs. RFP/Tender vs. RFQ
      2. Set a Realistic Schedule
      3. Possible Shortcut Process
      4. Tips
  12. PART IV: ENGAGE WITH SUPPLIERS
    1. CHAPTER 10: Create RFPs That Actually Work
      1. Your RFP Outline
      2. Anatomy of an Effective User Story
      3. How Vendors May Respond
      4. Tips
    2. CHAPTER 11: Keeping It Real with Bidders
      1. Setting Expectations
      2. Answering Questions
      3. Tips
    3. CHAPTER 12: How to Evaluate Proposals Critically
      1. Critical Evaluation
      2. The Downselect Process
      3. Tips
  13. PART V: TRY BEFORE YOU BUY
    1. CHAPTER 13: Hold Demos on Your Own Terms
      1. How to Structure the Demo Sessions
      2. How to Run the Demo Sessions
      3. Demo Pitfalls to Avoid
      4. Tips
    2. CHAPTER 14: Run Competitive Proof-of-Concepts
      1. The Case for a Bake-Off
      2. How to Run a Bake-Off
      3. Bake-Off FAQs
      4. Tips
  14. PART VI: MAKE THE RIGHT CHOICE
    1. CHAPTER 15: Negotiate Like a Pro
      1. When to Start Negotiations
      2. Align Price and Value
      3. Contracts and Other Agreement Negotiations
      4. Tips
    2. CHAPTER 16: Make the Right Final Selection
      1. Taking the Full View
      2. Making the Decision
      3. Planning for Success
      4. Tips
    3. CHAPTER 17: Adapt This Process for Selecting Services Firms
      1. What Sort of Help Do You Need?
      2. How to Adapt Your Process
      3. Tips
  15. APPENDIX Resources and Examples
    1. Sample Resources
  16. Index
  17. Acknowledgments
  18. About the Authors