EA case study - Sales process remake
In last article did we talk about individuals and GDPR. We will wait a while before describe how we thing about privacy and instead look at our sales process.
Business capability
The Business Capability Sales is about selling to our Customer Segments, via our Customer Channels and Customer Relationships.
We have three types of sales that correspond to two of the different value propositions in our Business Model Canvas.
Provide resources (Time & material)
Small production (Lesser value and not complex delivery)
Large production (Higher value and/or complex delivery)
Business Services
Right now, I don’t know if we need have two or three business services for sales. The difference in if it’s a small or a large production depends on business rules, so my assumption, for now, is that two separate business services are enough.
Sales (Time & Material)
Sales (Production)
I don’t want them as one single Business service, as the Customer Relationship in the Business Model Canvas have Self service as an option for Provide Crew, and they are two different value propositions
Business Activities
We have six Business activities for sales, but the contents in the activities differ between the three types of sales.
Identify opportunity
Validate customer
Define solution
Create proposal
Presentation & short list
Final negotiation
This sales process is based on our very long experience as consultants and not on best practice in the Swedish film industry, as we doesn’t think it’s good enough.
We have been using this process with support from IT-applications for a few months on a trial basis. We are reasonable confident that the process will be scalable accordingly to our (unpublished) business goals.
Information Objects
The information objects used by the business activies for sales of resources based on time and material are
Opportunity
Contact person from customer
Role (that matches the opportunity)
Individual (an employee or contractor that matches the role)
CV and/or showreel for that individual
Calendar booking(s) for each individual person (Proposal)
Location for bookings (including country)
Project
Order and order confirmation
Copyrights agreement (Depending on role)
General terms and conditions
The individuals that are provided as resources are either employees or contractors. Hire individuals as employees or contractors is part of the HR Business Capability.
This process manages information about individuals as customers (if sole company or not a company) or as contact persons at a customer (as an organisation). It also manages contact information for individuals in our organisation as references in the proposal, in the order and in copyright agreements.
An individual can have one or more roles in a production. An individual can be part of several different productions at the same time.
From a sales perspective, normally the only information needed for the individual is
Name
Roles(s) in the production / project
E-mail address
Mobile phone number
Office location
Language
CV and/ or show-reel
Availability in time during project period
In some cases, the customer needs information about gender as they prefer a female or male person. They could also have requirements about citizenships, work permits for country of production and other legally required information.
From an HR perspective, there are a number of other types of information objects needed about individuals, but thats for another part.