Sample Strawman Solution (Electrical Systems Contractor)
Strawman Solution
The purpose of the Strawman Solution is to put you into the shoes of the client. To look at the business from their perspective and to try to figure out what is most important to them. You will find that your initial conversations will be so much more productive, if you have prepared it before you meet your client and especially before the Customer Diagnostic Workshop.
For this strawman we have used a large commercial electrical contractor who supplies sophisticated lighting systems to large buildings and campuses. They provide hardware, software, consultancy, training and maintenance services. Each building installation is a separate project for them, so the obvious candidate for the Analysis 1 Code.
To create the Strawman use the client’s website, Companies House Financial Statements and the Onboarding Questionnaire. Then add your consulting experience. Personally I have not included any charts or diagrams because you want to be able to change it quickly.
| Analysis 1 is King The key to Bottom-Up reporting is the Analysis 1 code, which is displayed on the face of all transactions. Typically this will be a job or project number (or a synonym thereof) because it is the most efficient way to capture the maximum information with the least effort. It can be used for internal and external projects without limit. |
| Update the Strawman during the Break Use the time between the two Customer Diagnostic Sessions to update the Strawman. It will save you taking more notes and again drive the conversation more quickly. |
| Not everyone likes to be second-guessed! Most clients will appreciate the effort that you have taken and the fact that it will accelerate the conversation, but not all! If the client reacts badly or it is apparent that you have misinterpreted the information, be prepared to jettison it. |
Core Operating Process
- Initial Enquiry
- Site Survey
- Confirm Requirements
- Prepare Quote
- Refine Quote
- Agree to the Project
- Prepare Contracts
- Sign Contracts
- Start Work
- Interim Invoicing
- Finish Work
- Final Invoicing
- Project Sign-Off
Proposed System Architecture
- Sales Cloud
- CPQ?
- Service Cloud
- Aedon.Accounting
- Stock (Ascent, Stapp, Custom?)
- Fixed Assets (Excel)
Analysis 1 – Project Number
Remember that as well as for external client projects the Analysis Code I will be used for internal projects such as IT projects, departmental spend, capital budgets and even the Christmas Party!
| Field Name | Description & Options |
| Project Number | Project Name |
| ALP-345 | 99 King Street, Dundee |
| Project Type | Active |
| Chargeable | £ |
| Client | Project Status |
| Alphabet IT Systems | Completed |
| Planned Start Date | Planned Finish Date |
| 01/02/2016 | 01/05/2016 |
| Actual Start Date | Actual Finish Date |
| 01/02/2016 | 15/04/2016 |
| Project Description | |
| Lighting Control project. | |
| Internal Staffing | |
| Project Manager | Quality Inspection |
| Lindsay Close | Charles Dunbar |
| Account Executive | Other |
| Sarah Gillingham | |
| Project Partners | |
| Developer | Main Contractor |
| Davidoff Engineering | O’Reilly & Company |
| Tenant | M&E Engineers |
| Francis Crick Institute | Dev.Engineering |
| Architect | Electrical Contractor |
| BFGC Associates | Wiring Co |
| Project Details | |
| Sector | Control Protocol |
| Commercial | DALI |
| A/C Network | No of Floors |
| IP | 6 (4 blocks) |
| Square Metres | Square Feet Number |
| 82,578 | 888,862 |
| Accreditations | Score Number |
| BREEAM | 10 |
| Special Features | |
| ATS, BMS | |
Budget Layers
- Annual Budget
- Project Budgets
- Customer Targets
- Product Family Budgets?
Analysis Codes
- Analysis 1 = Project Number
- Analysis 2 = Project Manager
- Analysis 3 = QA Manager
- Analysis 4 = Account Executive
Bottom-Up Reports & Dashboards
| Subject | Object | Page Component Filter(s) |
| Client | Account | Customer |
| Project | Analysis 1 | Analysis 1 |
| Project Manager | Analysis 2 | Analysis 2 |
| QA Manager | Analysis 3 | Analysis 3 |
| Account Executive | Analysis 4 | Analysis 4 |
| Developer | Account | Supplier & Contractor |
| Main Contractor | Account | Supplier & Contractor |
| Tenants | Account | Supplier & Contractor |
| Electrical Contractor | Account | Supplier & Contractor |
| Architect | Account | Supplier & Contractor |
Graphs
Notes on Analysis 1
| Field Name | Description & Options |
| Project Number | 3 digits of client name unique 3-digit number assigned centrally and sequentially across all projects |
| Project Name | Text |
| Project Type | Picklist: Internal, External |
| Project Description | Text |
| Client | Account LookUp |
| Project Status | Picklist: Planned, In Progress, Completed |
| Planned Start Date | Date |
| Planned Finish Date | Date |
| Actual Start Date | Date |
| Actual Finish Date | Date |
| Internal Staffing | |
| Project Manager | User LookUp or Analysis 2 LookUp |
| Quality Inspection? | User LookUp or Analysis 3 LookUp |
| Account Executive? | User LookUp or Analysis 4 LookUp |
| Other? | |
| Project Partners | |
| Developer | Account LookUp |
| Main Contractor | Account LookUp |
| Tenants | Account LookUp |
| Electrical Contractor | Account LookUp |
| Architect | Account LookUp |
| Project Details | |
| Sector | Picklist: Commercial, Education, Healthcare, Industrial, ? |
| Control Protocol | Picklist: DALI, DSI,? |
| A/C Network | Picklist: C-Bus,T-Bus, ? |
| Special Features | Text |
| No of Floors | Number |
| Square Metres | Number |
| Square Feet | Number |
| Accreditations | Picklist: BREAM, ? |
| Score | Number |
Hardware Product Families
- Head End Equipment
- Area Controller Equipment
- Lighting Control Modules
- Sensors
- Switches
- Interfaces
- Software
- BUS Connections
- LCM Connections
Services Product Families
- Sales
- Aftersales
- Maintenance
- Training
- Help Desk
Business Case for the Aedon Implementation
2% better control of costs (Hawthorne Effect) = 2% x Turnover = £XXX annual saving.
