Titel: „The Box Fight Analogy: A Blueprint for Pre-Sales Requirements Engineering Workshops“
Konferenz: 21. International Working Conference on Requirement Engineering: Foundation for Software Quality (REFSQ) – 2015 – Im Rahmen des Workshops: RE4P²: 2nd International Workshop on Requirements Engineering for the Precontract Phase, Axel Kalenborn and Marcus Trapp
Um: 09.00 Uhr
Ort: ATLANTIC Congress Hotel 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 typically associated with the creation of a service or product. Its activities are usually not immediately considered to be part of the pre-sales phase.Yet, not only sales- but a lot of requirements engineering activities actually do occur during this phase. Besides tender processes where customers provide a detailed Request for Proposal (RfP) and a potential contractor provides the answers, there are also alternate ways for a customer seeking a solution. The purpose of pre-sales workshops is to learn more about a specific product or service and to get to know potential vendors to inform a later RfP or to directly proceed with the solution at hand. For vendors they provide a chance to attain some of the customer’s goals and business requirements to position their product in a favorable way. Staff having not only sales but RE skills are likely to be involved, since they own a large degree of product knowledge and they know how to run these workshops. The only thing they usually lack is an appropriate workshop strategy for the pre-sales phase mastering its specific challenges. This paper presents an overview of these challenges and a strategy blueprint based on analogy to a famous sports event: box fights.
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