Opportunity management

the secret ingredient

This article features a case study from NCR in which an opportunity management methodology was developed to ensure that the reality models for delivery projects are built to withstand the risk that they might be completely wrong. Instead of using a model in which function, cost and schedule contend with each other to influence a project, a vector dynamics model can be constructed in which value, profit, and revenue vie for influence on the proposal being produced. This article recommends a mediation dynamics model in which available resources are balanced with desired functionality to yield a schedule. Similarly, time and available resources are balanced to yield a function set that is used to control the time and resources; and desired functionality is balanced with time constraints to result in a resource cost, which is used to control functionality and time. The core of the methodology, risk assessment, is also discussed.
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