Most users know that custom software development is expensive and time-consuming. In many cases, they also have become conditioned to the fact that most software projects are late and over budget. We stated earlier in this book that a reasonable, firm estimate of a software project cannot (and should not) be made until the end of the Elaboration phase, where perhaps 20% of the system has been implemented. How can you convince them to supply funding for the first phase of a project when you will not make a firm commitment to the entire cost until the end of the first phase? On top of this, you then proceed to tell them it will require a commitment of resources from user community participation (and other stakeholders) to get to the point where you will be able to commit to a cost figure. Unfortunately, I know of no magic way to easily overcome users' understandable angst. Education is the only way. I suggest preparing a briefing for the leaders of the user community, and other stakeholders as needed. The people giving the briefing should be members of the procuring organization. Contractors tend to have less credibility giving this briefing. If possible, start this educational process outside the context of starting a new project. The briefing should do the following:
Perhaps, the single best answer to give the users is that they will have more control over the project. The first phase is relatively inexpensive compared to the cost of the second phase. If the stakeholders are unconvinced that the project is viable, or that it will meet their needs at the end of the first phase, they can terminate the project, alter it, or recompete it to a new contractor. They can do this before the bulk of their funds have been spent. This is a good message to give to the user community, because it puts them in control. Finally, if the user community is receptive to the opinions of outside experts and consultants, consider bringing an expert well known in the community to discuss the advantages of iterative development and procurement methods with the user community. |