Pre-Sales Requirements Engineering based on Miller Heiman's Sales Approach.
Christoph Oemig · 2014
Requirements engineering (RE) is not only part of the process while delivering or creating a service or product. In the pre-sales phase, RE activities play an important role during the offer preparation. Although this sounds like business as usual there is a major difference: the pre-sales phase entails chal-lenges (e.g., a limited duration or the contractor’s pre-investment) having a tre-mendous impact on all of these activities. However, from a project manager’s perspective these challenges are nothing but risks—in the pre-sales phase usual-ly addressed best by sales approaches like Miller Heiman’s. The latter appears to be even more interesting since it uses requirements engineering strategies to mitigate other typical sale’s risks. Therefore a joint approach appears not only feasible but worth a try. Conducting a risk analysis of the pre-sales phase and examining the performance of this joint approach reveals how well the two fit together.