How - Getting Ready For PAVE: Self-Install Risk When Clearing the Decks (PAVE Prerequisites)
There are a number of key assumptions surrounding the dilemma.
Assumption
You want a complete but difficult list because there are a number of prerequisites to do a successful PAVE install, and some of them are quite technical in nature. There are also a lot of technical skills and requirements that you need to have before you are ‘PAVE ready,’ and clearing these prerequisites provides ‘good base control’ (parameters for coding, decision-making parameters).
Assumption Discussion:
If these prerequisites are not cleared properly it creates too many legitimate excuses to not work under the new system (PAVE).
However, we don’t want to overdo the prep list because we don’t want to scare the customer off. We want it to seem achievable, without them spending too much time and money, and we want them to get started.
Solution:
Splitting the prerequisite clearing into ‘Preparing for our Productivity Journey’ and ‘Preparing for PAVE’ allows us to clear the long list of prerequisites before the PAVE install happens. As a result, we do not need to give the customer a long list of prerequisites to complete (which can often lead to the customer not getting to the install).
Solution Discussion:
A possible way of solving the dilemma is to nominate only the prep day activities that are actually prerequisites to properly finishing the current Productivity Journey phase. Using this solution, we can defer the PAVE/ProductivityWise prep day complexity until all the miscellaneous prerequisites are done. Clearing these prerequisites becomes part of the customers’ Productivity Journey, not their PAVE project, and we can clear prerequisites on a phase by phase basis.
If you tell a customer that they must have completed Phase One to Seven prerequisites completely, before they can install PAVE, they will incrementally clear most of the prerequisites required. Once they’ve completed the phases, there will be very little prep (if any) left to complete for the PAVE install, thus making it seem easy.
The perception of a large amount of prep is thus shifted to the Productivity Journey and chunked into phases, rather than a singular PAVE project. This allows us to ensure the prerequisites for install are cleared and the customer is not discouraged.
Splitting the prerequisite clearing into ‘Preparing for our Productivity Journey’ and ‘Preparing for PAVE’ allows us to clear the long list of prerequisites before the PAVE install happens. As a result, we do not need to give the customer a long list of prerequisites to complete (which can often lead to the customer not getting to the install)
