RECOVERY

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Determine what the customer really wants. Then determine what you are

willing to do. If you can resolve any of the issues so that they are within scope,

you’re in luck. If not, stand by for an overrun. Your enterprise policies should

call for complete minutes of the negotiation, signed by both parties. If they

don’t, establish your own policy that does. Establish a standard checklist for

your discussions. If you do not have such a checklist, please refer to Attachment

17.

Meet with the customer.

Go through each paragraph of the SOW that is or might be in question.

Come to an understanding with the customer as to exactly what he wants.

Come to an understanding with the customer on how recovery can be

made. This includes:

• Schedule Recovery

• Financial Recovery

• Technical Recovery

One way to ensure this does not happen again is to have the project manager

and the technical manager on the proposal team and the negotiation team. If it

happens again, maybe you need a new project manager!

1e (NO) The SOW is not being properly monitored.

The SOW is not properly monitored when the work being performed is not

being monitored by lead technical and program personnel using accepted monitoring

techniques.