Presentation of issues and solutions we've faced during our growth over a period of 8 years. We cover several subjects like sales, RFPs, KPIs, quality controls, production, teams and motivation.

1. ESTIMATIONS &
EVOLUTIONS
EAT&LEARN 11/10/16

2. Once upon a time…
"Our greatest weakness lies in giving up. The
most certain way to succeed is always to try
just one more time." - Thomas Edison
01

3. A L L S TA R T E D B Y A FA I L U R E
Launch a video based booking
for luxury hotels & appartements
in Paris. Checked.
Realize that it will never work.
Checked.
« Pivot ». Checked.

4. Yet, we didn’t fail
completely, as we’ve
selected Drupal
to create the site.

5. Let’s call our
company
e-Drupal.

6. ADvertisement
YAnn
MaXime

7. 12€m i l l i o n s o f r e v e n u e

8. 12o f f i c e s
New York
Paris
Kiev
Moscow

9. ClientsWe keep a good company.

10. First lessons
Giants are not what we think they are.
0

11. Website
Business plan
Marketing
Business cards
Reporting
T H I N G S Y O U D O N ’ T H A V E
T O C A R E A B O U T
( I N F I R S T P L A C E )

12. 1. SALES
TITRE DE LA DIAPO

13. 2. SALES
TITRE DE LA DIAPO

14. 3. SALES
TITRE DE LA DIAPO

15. No references ?
No problems !

16. Estimates
Working for fixed budget bids is dangerous
03

17. D E TA I L E D Q U O T E S A R E T H E G O O D O N E S

18. U N C E R TA I N T Y FA C TO R S

19. C H A N G E R E Q U E S T S M A N A G E M E N T

20. RFP Processes
The supreme art of war is to subdue the
enemy without fighting.04

21. 70%of incoming bids win-rate
30%of cold-called bids win-rate

22. Talk about how you'll do the project,
in details and showing examples.

23. THIS :

24. Example of a contribution screen for Courrier International
Several tweaks to the BO :
• Color based workflow states
• Multi-channel content distribution
• 2 columns template.

25. IS BETTER
THAN THIS :

26. 20 Countries, 10
languages, 2 ERP (SAP
& MS Dynamics).
Promotions, CRM,
fidelity…

27. Know the client’s business.

29. Change the game

30. A good response to a RFP is not the
one filling correctly the 500 lines of
client’s XLS matrix, but the one
which convince them.

31. Price is never an issue. Repeat.

32. "Know your enemy and know
yourself and you can fight a
hundred battles without disaster."
Adapt your response to your
competition.

33. Be very careful with large or public
RFPs.

34. HR
Regard your soldiers as your children, and
they will follow you into the deepest valleys;
look on them as your own beloved sons, and
they will stand by you even unto death.
05

35. Culture is
the most
important

36. Humour & Sarcasm
Parties & Events
Results & Quality
Respect & Autonomy
Cultural melting pot

37. Autonomy and responsability are more
important than reporting.

38. Regular reporting fail in a fast growing
company. As you're always
understaffed, you cut on the less
important : review and reporting.

42. Money do not create motivation,
but money helps recruiting and
keeping the best.

43. Ban rock-stars assholes,
create teams.

44. Resources planification :
still manual and a
painful process.

45. Finance
"Measure what is measurable, and make
measurable what is not so." Galileo Galilei07

46. tracking !Financial KPI we track
Production per head
Margins
Bookings Average invoice
Average bid
Number of active clients

47. MAIN TOOLS
Redmine : Logged
Hours, Projects
Open ERP 7 :
Invoices & Quotes
Postgre
Consolidation DB
Tableau Software :
Reporting
Salesforce : Leads &
Opportunity Pipe
Ruby based
Individual Project
reporting
Drupal based
Project Master help
tool

48. PRODUCTION PER HEAD
Important metric, based
on each fixed budget
quote you generate, with
a set advancement by
project managers, easier
to setup for T&M projects.
A simple way to detect
ressources under/over
utilisation. Gives you a
realtime turnover reality.

49. B U D G E T C O N T R O L TO O L F O R E A C H T E A M M E M B E R

50. MAGIC S-CURVE
S-curves are an important project
management tool. They allow the
progress of a project to be tracked
visually over time, and form a
historical record of what has
happened to date. Analyses of S-
curves allow project managers to
quickly identify project growth,
slippage, and potential problems
that could adversely impact the
project if no remedial action is
taken.

51. S-CURV E OF MA RGIN
Design Build Run

52. S-CURV E OF MA RGIN
Design Build Run

53. Quality
Survival can be summed up in three words -
do fucking quality08

54. 2008
I do tests
2009
Devs do tests
2011
QA do tests
2013
QA do QA

55. 20%of our workforce are
dedicated to quality
assurance and it’s not
enough

56. 50%
of development time
should be spent on QA

57. QUALITY OR NOT QUALITY
Quality teams do not hunt bugs. They
check that produced code
corresponds to the requirements.
And it’s a fucking important
difference.

58. H I G H C O S T O F R E W O R K = PA I N F U L P R O J E C T
Cost of rework :
% of bugfixing cost VS total cost.
Important KPI immediately showing
projects with bad requirements or
large technical debt.
< 15% - Perfect project
15-20% - Technical debt problem
> 20% - Requirements problem

59. R E L AT I V E P M E F F O R T S
Project Management efforts:
Shows client maturity and complex
projects management overhead.
Usefull for future estimates
<20% : Advanced digital team
20-30% : Classical client
>30% : Large organization

60. B U I L D K P I
Simple « build » KPI
dashboard shared with
your client.

61. R U N K P I
Same for the
« run »

62. Sales
"Well done is better than well said." -
Benjamin Franklin09

63. 1+1=12M€Sales Bid-manager Revenue

64. Cases studies are the
most important
sources of leads.
Everything should be
a case study.

65. Cold calls do work. Yes they do.

66. Account managers are overvalued.

67. w York Kievgo raibh maith agat.
ceist ?