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Most forms that maintain a set of data will have common functions: add data, edit data, delete data, find data, report data. And an exit button. If you create a template or model for your forms and follow the model consistently, your application will be much easier for your user to learn and use. The button for a certain function will be in the same place on every form. For example, in E-Z-MRP, I decided to put a menu bar along the bottom of the form. So the menu bar along the bottom of the form for the maintenance of parts, as shown in Figure 3-3, is quite similar to the menu bar for entering the manufacturer s cross-reference data, as you can see in Figure 3-4.

If it turns out that you and the client are not in agreement about how to complete the work, can you collaborate to arrive at an agreeable resolution What s the Level of Executive Support Without solid executive support across the organization, a sale and the eventual delivery of your services are not likely to turn out well Change tends to cut across organizational boundaries, affecting the jobs of many Even a new process and system for updating vacation schedules, for example, impacts nearly everyone in a company Without commitment and cooperation at all levels of the organization, a seemingly simple project can fail miserably For a big undertaking, the impact increases exponentially Accept that unanimous support will be elusive No matter how innocuous the change, you can t please everyone But key sponsors, plus those who can in uence the outcome, must be with the program.

You may have a perfect plan, the best team on the planet, and a business case to die for, but without the right support, you ll end up in the ditch You can accomplish a lot even in the face of withering resistance But it takes longer, becomes more dif cult, and has a higher cost of delivery Be sure you understand who is in your corner before you agree to proceed Can You Decipher Those Client Clues As the sales process moves along, watch for both verbal and nonverbal clues to the client s view of the proposed initiative Try to identify any and all red ags Your conversations should cover all the bases, including the client s opinions about the schedule, how you will deliver value, and what role the client s people will have in the work.

Pay attention, and you can learn about the opportunity, your chances of winning it, and how the client sees the project unfolding..

Consider for a moment a business organization in its formative years (it could be yours) The early years are usually characterized by a sharp focus on the needs of a small number of customers, a lack of formal structures, processes and systems, and extreme informality of management style Satisfying these customers with the highest possible level of service is usually of paramount importance Sales are generated by the founders forging close relationships with a few key customers The founders understand the fragility of competitiveness and are prepared to bend over backwards to provide high and rising levels of service For them, nothing is too much trouble; they see the creative possibilities in any commercial situation; and it is their vision and drive that turn the germ of an idea into pulsating business reality.

Customer retention is usually particularly high in the early stages of growth, even when standards slip a little and prices veer out of line with those of competitors The psychological and emotional resilience of the relationship between the founder and the customer is one factor; it is quite another that the customer s access to the chief decision maker (the founder) makes it easier to secure a prompt response when things go awry The customer s unrestricted access to this vital resource is a major criterion of success in the early years, though few founders explicitly recognize this as a key strength or plan for its perpetuation Not being able to clone the rare customer-satisfying qualities of the founder as the business grows is a potential barrier to rapid growth, because it requires a high level of customer retention and continuing development of key accounts.