Assessment Playbook
Post Sale
1. Understand the Context
Objective
Gain clarity on the purpose and scope of the assessment.
Actions
Review the assessment requirements and goals.
Understand the customer's pain points, expectations, and desired outcomes.
Identify key stakeholders and their priorities.
Owners
2ITB
Sales
2. Pre-Assessment Preparation
Objective
Set the stage for a successful assessment.
Actions
Schedule an internal kickoff meeting with the delivery team.
Schedule a kickoff meeting with the customer.
Share the assessment agenda and timeline.
Request necessary access credentials and permissions.
Owners
2ITB
Sales
3. Project Kickoff Meetings
Internal Kickoff Meeting (IKO)
Objective
Ensures that everyone on the project team is aligned and has a clear understanding of the project’s goals, scope, and expectations.
Actions
Introduce the assessment team and define roles.
Introduce 2ITB
Solution Lead
PM Lead
Review SOW and discuss assessment goals, deliverables, and success criteria.
Review project background, project context, client history.
As a team, identify any potential risks and challenges.
Identify potential change orders to the SOW that should be validated during the EKO
Review PM process including how the team will communicate (internally and with the client), identify risk, track decisions, and escalate issues.
Review timeline, utilization, PTO schedules, holidays, etc. (CREATE PROJ PLAN)
Discuss EKO approach, methodology, and schedule.
Owners
2ITB
Sales
Delivery Team
External Kickoff Meeting (EKO)
Objective
Establish rapport and align expectations.
Actions
Introduce the assessment team.
Establish 2ITB structure.
Solution Lead
PM Lead
Discuss assessment goals, deliverables, and success criteria.
Review SOW tasks an deliverables.
Review PM processes including communication plan, risk management, escalation process, decision plan, and other project specific aspects.
Address any concerns or questions from the customer.
Adjust or change order the SOW as necessary. (even $0 dollar changes)
Owners
2ITB
Sales
Delivery Team
4. Assessment Execution
Objective
Conduct a thorough assessment while maximizing customer value.
Actions
Technical Assessment
Perform physical and logical discovery of the network, infrastructure, and security components.
Collect data on performance metrics, vulnerabilities, and resource utilization.
Peform service management discovery (Problem, change, incident, etc.)
Business Assessment
Interview stakeholders to understand business processes and pain points.
Evaluate alignment with industry best practices and compliance standards.
Risk Assessment
Identify risks related to security, scalability, and performance.
Prioritize risks based on impact and likelihood.
Customer Value Focus
Highlight quick wins and low-hanging fruit.
Provide actionable recommendations for improvement.
Owners
2ITB
Delivery Team
7. Continuous Improvement
Objective
Enhance future assessments.
Actions
Document lessons learned.
Update assessment methodologies based on feedback.
Stay informed about industry trends and emerging technologies.
Owners
2ITB
Sales
Delivery Team
6. Post-Assessment Engagement
Objective
Ensure a positive customer experience.
Actions
Feedback Loop
Seek feedback from the customer on the assessment process.
Address any concerns promptly.
Knowledge Transfer
Train the customer's team on interpreting assessment results.
Empower them to take corrective actions.
Long-Term Relationship Building
Offer ongoing support and follow-up.
Position yourself as a trusted advisor.
Follow-on Engagement
Discuss Next Steps
Upload deliverables to ICAP
Owners
2ITB
Sales
5. Assessment Findings Presentation
Objective
Deliver assessment results effectively.
Actions
Create a quality, concise, and visually appealing presentation. (Word)
Create a quality, o and professional detailed report. (Word)
Focus on actionable insights and their impact on the customer's business.
Provide clear recommendations and prioritize them based on urgency and business alignment.
Obtain Signoff on Final Deliverable
Establish Next Steps
Work with Sales to set stage for follow-on opportunity or next phase of work.
Determine with Sales if the next phase detail is included in the final presentation or addressed separately.
Prepare with scope of work framework for next phase.
If appropriate, have a ROM for next phase.
Owners
2ITB
Sales
Delivery Team
Identify New Opps
Objective
Identify follow-on opportunities.
Actions
Work with Sales to understand sales strategy for this client.
Work with Sales and client to determine appetite and expectations of follow-on work.
Define rough scope of follow-on work.
Owners
2ITB
Sales