Customer collaboration over contract negotiation

November 8, 2017 — Posted by Al Shalloway

Customer collaboration over contract negotiation. 

In 2001 the customer was the customer of the team.  With the expansion of Agile to an organization, we have to look at all customers. Our business stakeholders - those who are initiating work – must be clear who our customers are.  This requires a step prior to the teams.

We must go beyond Scrum’s Product Owner and XP’s ‘customer’ and consider the market(s) the organization is attempting to serve.  To talk about customer value takes the focus off the fact that the business has its own reason for being in existence from which it derives its business initiatives. A focus on the customer makes sense only within the bigger context of our entire customer base.  Agile in one value stream of technology can focus on their customer, but Agile at an organizational level must include how we decide which customers we’re going after.

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About the author | Al Shalloway

Al Shalloway is the founder and CEO of Net Objectives. With over 40 years of experience, Alan is an industry thought leader in Lean, Kanban, product portfolio management, SAFe, Scrum and agile design.



        

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