11. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost
Potential Need
P1 1 5
P2 2 5
P3 5 3
P4 4 2 These numbers are
P5 3 3
P6 1 2 subjective estimations.
P7 4 5
P8 2 4
P9 5 2
P10 1 3 Choose a scale with
P11 5 3
P12 3 2 the right amount of
P13 1 4 granularity. (1-5)
P14 4 2
12. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost
Potential Need
P1 1 5 X X
P2 2 5 X X
P3 5 3 X
P4 4 2 X
P5 3 3 X
P6 1 2 X
P7 4 5 X
P8 2 4 X
P9 5 2 X
P10 1 3 These categories are
X
P11 5 3 X X
P12 3 2 binary (ON or OFF).
X
P13 1 4 X
P14 4 2 X X
13. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost
Potential Need
P1 1 5 X X 6
P2 2 5 X X 2
P3 5 3 X 9
P4 4 2 X 5
P5 3 3 X 6
P6 1 2 X Use a common scale 3
P7 4 5 X 8
P8 2 4
of cost ($, Person X 5
P9 5 2 Months, etc.).
X 2
P10 1 3 X 9
P11 5 3 X X 5
P12 3 2 X 11
P13 1 4 X 4
P14 4 2 X X 12
15. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost
Potential Need
P8 2 4 X 5
P11 5 3 X X 5
P14 4 2 X X 12
P1 1 5 X X 6
P2 2 5 X X 2
P3 5 3 Move “must do”
X 9
P4 4 2 X 5
P5 3 3 projectsXto the top... 6
P6 1 2 X 3
P7 4 5 X 8
P9 5 2 X 2
P10 1 3 X 9
P12 3 2 X 11
P13 1 4 X 4
16. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost
Potential Need
P8 2 4 X 5
P11 5 3 X X 5
P14 4 2 Apply weight X X 12
P1 1 5 X X 6
P2 2 5 multipliers to each of
X X 2
P3 5 3
these columns...
X 9
P4 4 2 X 5
P5 3 3 X 6
P6 1 2 X 3
P7 4 5 Use appropriate
X 8
P9 5 2 granularity for
X 2
P10 1 3 X 9
P12 3 2 multipliers... (1-5)
X 11
P13 1 4 X 4
17. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost
Potential Need
P8 2 4 X 5
P11 5 3 X X 5
P14 4 2 Add these columns
X X 12
P1 1 5 X X 6
P2 2 5
together multiplied by
X X 2
P3 5 3 their individual weights...
X 9
P4 4 2 X 5
P5 3 3 X 6
P6 1 2 X 3
P7 4 5 Binary boxes with X
X 8
P9 5 2 are worth 1, empty
X 2
P10 1 3 X 9
P12 3 2 boxes are worth 0...
X 11
P13 1 4 X 4
18. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost
Potential Need
P8 2 4 X 5
P11 5 3 X X 5
P14 4 2 X X 12
P1 1 5 X X 6
P2 2 5 X X 2
P3 5 3 X 9
P4 4 2
Subtract the cost with
X 5
P5 3 3 X multiplier 6
P6 1 2 X 3
P7 4 5 X 8
P9 5 2 X 2
P10 1 3 X 9
P12 3 2 X 11
P13 1 4 X 4
19. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost
Potential Need
P6 1 2 X 3
} }
1x5=5
(Potential Sales x Weight)
2x2=4
5 + 4 + 3 = 12
(Customer Need x Weight)
1x3=3
(Quality x Weight)
12 - 6 = 6
3x2=6
(Cost x Weight)
20. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost Score
Potential Need
P8 2 4 X 5 8
P11 5 3 X X 5 32
P14 4 2 X X 12 1
P1 1 5 X X 6 7
P2 2 5 X X 2 22
P3 5 3 X 9 15
P4 4 2 X 5 17
P5 3 3 X 6 10
P6 1 2 X 3 6
P7 4 5 X 8 16
P9 5 2 X 2 29
P10 1 3 X 9 -‐3
P12 3 2 X 11 1
P13 1 4 X 4 8
21. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost Score
Potential Need
P11 5 3 X X 5 32
P8 2 4 X 5 8
P14 4 2 X X 12 1
P9 5 2 X 2 29
P2 2 5 Projects are now
X X 2 22
P4 4 2 X 5 17
P7 4 5 ranked according to
X 8 16
P3 5 3
weighted score...
X 9 15
P5 3 3 X 6 10
P13 1 4 X 4 8
P1 1 5 X X 6 7
P6 1 2 X 3 6
P12 3 2 X 11 1
P10 1 3 X 9 -‐3
23. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost Score
Potential Need
P11 5 3 X X 5 32
P8 2 4 X 5 8
P14 4 2 X X 12 1
P9 5 2 X 2 29
P2 2 5 X X 2 22
P4 4 These are your “must do” X
2 5 17
P7 4 projects because someone’s
5 X 8 16
P3 5 3 X 9 15
P5 3 3 paying for them...
X 6 10
P13 1 4 X 4 8
P1 1 5 X X 6 7
P6 1 2 X 3 6
P12 3 2 X 11 1
P10 1 3 X 9 -‐3
24. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost Score
Potential Need
P11 5 3 X X 5 32
P8 2 4 X 5 8
P14 4 2 X X 12 1
P9 5 2 X 2 29
P2 2 5 X X 2 22
P4 4 2 X 5 17
P7 4 5 X 8 16
P3 5 3 X 9 15
P5 3 3 X 6 10
P13 1 Draw a red line where
4 X 4 8
P1 1 5 your resources X
X run 6 7
P6 1 2 X 3 6
P12 3 2 out... X 11 1
P10 1 3 X 9 -‐3
25. Sales Customer
Project Quality Architecture Performance Vision Strategy Funded Cost Score
Potential Need
P11 5 3 X X 5 32
P8 2 4 X 5 8
P14 4 2 X X 12 1
P9 5 2 X 2 29
P2 2 5 X X 2 22
P4 4 2 X 5 17
P7 4 5 X 8 16
P3 5 3 X 9 15
P5 3 3 X 6 10
P13 1 4 X 4 8
P1 1 Ask hard questions
5 X X 6 7
P6 1
about the projects
2 X 3 6
P12 3 2 X 11 1
P10 1 around the red line...
3 X 9 -‐3
26. P4 4 2 X 5 17
P7 4 5 X 8 16
P3 5 3 X 9 15
P5 3 3 X 6 10
Is P7 really more important than P3?
How many resources are left after P7?
If there are 6 resources left, do we do
P5 or save the resources?
27. 1. Define your metrics
2. Determine project categories
3. Estimate the values & weight them
4. Score and rank the projects
5. Swing the axe (define the red line)
28. Tips:
Be as honest as possible with weights and values.
Be ruthless.
Consider an “Adjustment” column.
This process is good for large projects, not small
incremental improvements.