How to get customers on board

Just the other day I was meeting the representatives of a potential new client. As we were discussing their expectations regarding Scrum they brought up a topic that has made me curious for some time now: „Our clients do not understand what we are doing. We need to explain them how to write good requirements according to Scrum and train them on the method.“ First of all, I do not want to talk about expectation management in agile product development and I also do not want to talk about a "you-change-and-I-don’t“-culture. What I would like to talk about is how to get an internal or external client, the management or even regional Key Users aboard this Scrum flight.I can offer an easy answer: „Do it!“ That is all! Involve your users in the process, deliver continuously, reflect and adapt and use the framework to let them find their role and contribution.Now here's the not-so-easy answer: „Do it!“ Of course, customers will not understand why they have to be with the team for a Review meeting every second week when everything is going well anyway. They will not understand why they should take part in a Backlog Refinement session every week, and if the team is really ambitious they also have to attend the Sprint Planning every second week. They will probably not understand why they have to prioritize requirements together with the Product Owner and why they have to let go of some ideas, because in the past they only had to point out the requirements they wanted. And most probably at the beginning, customers both internal and external will not see the benefit of telling the Development Team what they do in their departments every day, how they work and answering questions they do not have the feeling a developer should care about.

Make them an essential part of your daily routine

Here's the cure: Keep them in the loop. Let them become an essential part of your daily routine. Talk to them. Make them feel valuable for the development process. Listen to them. Understand them. Make them feel what it means to be part of Scrum. And again, that is all! All the concepts you write for communication channels, all the explanations you give on your work and all the trainings that you consider helpful to make them understand are only as good as your daily practices and communication routine with them.However, you need to explain your why. Why do you do the things you do and why do you mean to change current ways of working relations? If that is clear to you, you can make it clear to them. And then, after some nice talks, maybe two or three joint retrospectives and finally, after the first delivery that meets the expectations in solving their daily problems and in which they can see their ideas growing, they will value the close working relationship and the quick feedback that this framework offers. And soon, they will not leave the plane before take-off anymore.

Agile Prinzipien
Kundenfokus
Agile Toolbox
Scrum
bgloger-redakteur
October 3, 2016

Table of content

Diesen Beitrag teilen

Das könnte auch interessant sein:

Agile Coach
Agile Management
Agile Organization
Agile Prinzipien
Agile Toolbox

FRAGE: Warum macht ihr eigentlich kein SAFe?

Agile Management
Agile Organization
Agile Prinzipien
Agile Toolbox
Transformation

FRAGE: Was kostet eine agile Transformation?

Agile Management
Agile Organization
Agile Toolbox
Leadership
Agiles Lernen

FRAGE: Welche Rolle spielt Training?

Agile Coach
Agile Management
Agile Organization
Agile Prinzipien
Agile Toolbox

FRAGE: Wer sind die Top 10 agilen Unternehmensberatungen?

Agile Management
Agile Organization
Agile Tools
Agiles Management
Leadership

FRAGE: Wie viel bringt die Investition? Was ist der Business Case dahinter?

Agile Management
Agile Organization
Agile Prinzipien
Agile Toolbox
Führung

FRAGE: Welche sind häufige Herausforderungen, die ihr beim Kunden löst?

Agile Management
Agile Organization

FRAGE: Warum sollten wir mit borisgloger arbeiten?

Agile Management
Agile Organization
Agiles Management
Transformation

FRAGE: Wie viel kostet eine Beratung und ist es wirklich rentabel bei borisgloger?

Agile Prinzipien
Agile Toolbox
Projektmanagement

The Lie Behind the Parable of the Golf Balls and the Jar

Video
Change
Digitale Transformation
Hardware
Agile Organization

Agile in Industrial Automation: The Digital Transformation of Yokogawa

Versicherung
Neues Arbeiten
Führung
Agile Prinzipien
Kundenfokus

Kundenzentrierte Versicherung: Kann ein agiles Projekt die Organisation retten?

Versicherung
Change
Digitale Transformation
Agile Prinzipien
Kundenfokus

Agilität in den Vertrieb bringen – für Versicherer sinnvoll

Versicherung
Agile Prinzipien
Kundenfokus
Agile Toolbox
Produktentwicklung

BizDevOps in der Versicherungsbranche – Wie multidisziplinäre Teams wirklich besetzt sein sollten

Versicherung
Agile Prinzipien
Kundenfokus
Neues Arbeiten
Meetings

Undercover Agile für Versicherer: 5 agile Praktiken für Ihr klassisches IT-Projekt

Versicherung
Change
Digitale Transformation
Agile Prinzipien
Kundenfokus

IT-Projekte in der Versicherungsbranche – Das Rennen um die Time-to-Market

Team
Neues Arbeiten
Agile Prinzipien
Selbstorganisation
Social Skills

Umgang mit Fehlern & Diversität – Erfolgreiche agile Teams #2

Team
Neues Arbeiten
Agile Toolbox
Produktentwicklung

Das Geheimrezept von High-Performance-Teams

Team
Arbeiten bei borisgloger consulting
Agile Prinzipien
Freiwilligkeit
Selbstorganisation

Konsent und offene Wahl: 2 Prinzipien aus der Soziokratie, die jedes agile Team gebrauchen kann

Team
Neues Arbeiten
Meetings
Social Skills

Der agile Adventkalender

Team
Agile Toolbox
Scrum
ScrumMaster-Praxistipps
Agile Prinzipien

Selbstorganisation der Teams fördern: Ask the team!

Team
Agile Toolbox
Design Thinking

Who Recognizes the Truly Good Ideas?

Team
Agile Organization
Transformation

Pizza Is Not Dead, and Neither Is Agility

Scrum4Schools
Neues Arbeiten
Führung
Life
Social Skills

Trauen wir unseren Kindern mehr zu – auch in der Schule!

Scrum4Schools
Change
Agiles Lernen
Neues Arbeiten
Remote Arbeiten

Eine Scrum4Schools-Projekt-Rückschau mit Physiklehrer Ivan Topic

Scrum4Schools
Mehr Formate
Interview
Nachhaltigkeit

Mit Scrum4Schools dem Weltraum auf der Spur

Scrum4Schools
Change
Agiles Lernen

Scrum4Schools - ein Projekt nimmt Fahrt auf

Scrum4Schools
Agile Schulentwicklung
Agile Toolbox

Technik im Alltag - Scrum4Schools zu Gast in Langenzersdorf

Projektmanagement
Agile Toolbox
Scrum
Scrum-Begriffe
ScrumMaster-Praxistipps

Sprechen Sie Agile? Den klassischen Projektplan in die agile Welt überführen

Projektmanagement
Agiles Management
Agile Toolbox
Scrum
Enterprise Scrum

Das Management in Scrum

Projektmanagement
Change
Digitale Transformation

Agilität in der Logistik oder: Liefern wie Amazon

Projektmanagement
Agile Toolbox
Scrum

Meilensteine und Scrum

Portfoliomanagement
Project management

Too many projects? Portfolio management simplified

Neues Arbeiten
Mehr Formate
Agile Toolbox
Scrum
Scrum Values

Wie agiles Arbeiten die Kommunikation aus der Selbstverständlichkeit holt

Neues Arbeiten
Change
Agiles Lernen
Mehr Formate
Audio

New Learning heute für das New Work von morgen – mit Angelika Weis

Neues Arbeiten
Change
Soziale Innovation

New Work Experience 2019 – ein Erfahrungsbericht

Neues Arbeiten
Audit
Change

Agil im Audit: das Starter-Kit

Neues Arbeiten
Agile Toolbox
Scrum
Scrum4Schools
Agile Prinzipien

Scrum4Schools: Lernen für die Zukunft

Neues Arbeiten
Agile Toolbox
Scrum
Scrum Meetings
Retrospektive

Arbeiten wir uns gesund!

Neues Arbeiten
Agile Toolbox
Scrum
ScrumMaster-Praxistipps

Who should be in (agile) HR?

Neues Arbeiten
Agile Toolbox
Scrum
Scrum Values

Glauben Sie an die Seele Ihrer Firma?

Neues Arbeiten
Agile Toolbox
Scrum
Product Owner
ScrumMaster-Praxistipps

Produktivität auf Irrwegen: "Führen wir schnell mal Scrum ein!"

Neues Arbeiten
Agile Prinzipien
Selbstorganisation
Social Skills
Team

Freiwilliges Teilen von Wissen – Erfolgreiche agile Teams #5

Neues Arbeiten
Agile Prinzipien
Selbstorganisation
Social Skills
Team

Doing vs. Being Agile – Erfolgreiche agile Teams #1

Neues Arbeiten
Agile Prinzipien
Selbstorganisation
Social Skills
Team

Freude bei der Arbeit & Sustainable Pace – Erfolgreiche agile Teams #3

Neues Arbeiten
Agile Prinzipien
Selbstorganisation
Social Skills
Team

Anpassungsfähigkeit & schonungslose Offenheit – Erfolgreiche agile Teams #4