Vortrag bei der REFSQ 2014 in Essen

Titel: „Pre-Sales Requirements Engineering based on Miller Heiman’s Sales Approach“
Veranstaltung: 20. International Working Conference on Requirements Engineering: Foundation for Software Quality (REFSQ) – 2014
Workshop: RE4P2’14: 1st International Workshop on Requirements Engineering for the Precontract Phase (half-day), Axel Kalenborn and Marcus Trapp
Am: 7.April 2014
Um: 16.30-17.00 Uhr
Ort: ATLANTIC Congress Hotel Messe Essen.

Workshop Abstract: Before a software project is officially started, there is a stage that has not received much consideration in the requirements engineering literature: the precontract or bidding stage. Part of a bid is a cost estimate that should be as precise as possible. During the bidding stage, bidders are not being paid while competing with each other, i.e., they have to work under great pressure of time, success and cost. As the costs of common requirements engineering (RE) methods are often considered to be too high, these methods are typically not used at this early stage. This workshop aims at discussing and elaborating new ideas to improve RE in this stage.

Abstract: Requirements engineering (RE) is not only part of the process while delivering or creating a service or product. In the pre-sales phase, RE activities play an important role during the offer preparation. Although this sounds like business as usual there is a major difference: the pre-sales phase entails challenges (e.g., a limited duration or the contractor’s pre-investment) having a tremendous impact on all of these activities. However, from a project manager’s perspective these challenges are nothing but risks—in the pre-sales phase usually addressed best by sales approaches like Miller Heiman’s. The latter appears to be even more interesting since it uses requirements engineering strategies to mitigate other typical sale’s risks. Therefore a joint approach appears not only feasible but worth a try. Conducting a risk analysis of the pre-sales phase and examining the performance of this joint approach reveals how well the two fit together.

REQFS 2014 WS Proceedings: http://ceur-ws.org/Vol-1138/

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Christoph Oemig

studierte Medieninformatik mit dem Schwerpunkt Mensch-Computer Interaktion und Betriebswirtschaft in Wedel und Furtwangen. Seine Promotion zum Dr. rer. nat. erlangte er im Bereich Computer-gestützte Gruppenarbeit am Lehrstuhl für Human-Computer-Interaction an der Otto-Friedrich-Universität Bamberg. Er ist IREB Certified Professional for Requirements Engineering (CPRE), IIBA Certified Business Analysis Professional (CBAP), UXQB Certified Professional for Usability and User Experience (CPUX) und gestaltet als Lead Business Analyst bei der Deutschen Bank die anforderungstechnischen Belange im Bereich Cash und Selbstbedienung. Er ist Mitglied der Fachgruppe Requirements Engineering der Gesellschaft für Informatik (GI) sowie des Berufsverbandes der Deutschen Usability und User Experience Professionals (German UPA) und regelmäßig Referent auf Tagungen und Konferenzen zu Themen des Requirements Engineerings, der Business Analyse sowie dem Usability Engineering.

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