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.