Conference 7.286::digital

    We have very capable consultants, this is not the problem.  The
    problems lie in outmoded metrics, organization, vision, etc.  Please
    refer to note #2685 for the relevant discussion.
    
    /d.c.

    Thanks......I THINK, for referring me to that note (Yikes!) In my spare
    time I'll sift through all the replies. A great way to PREVENT sleep.

    I can tell you what some salespeople think....  There is a lot of
    confusion as to where to go for what type of resources and a lack of
    knowledge  of the businesses we specialize in.  One reason for that is
    that there has not been a directory of our PSC's and their businesses
    and their management structure sent to sales or made available on
    line.  You can go to videotext to find out about most of our other
    products, but not about our consulting "products".  That leaves you
    left with no choice but contacting someone you know in Digital
    Consulting who may or may not know what PSC specializes in the
    particular service you need.  So instead of going to the right place on
    the first phone call, you may or may not get routed to the right place.
    
    My experience is that once you find the PSC and the resources that
    "own" the business responsibilty things work very well and
    responsiveness is very good.  All that is required is a dialogue as to
    where your particular oppotunity falls in the list of priorities to
    determine appropriate expectations around resource constraints.
    
    I do hope that sometime soon someone will put the PSC
    orgainzation/roles/business specialties/contacts on VTX.  The expertise
    locator could be good at an individual level but does nothing for the
    organization level or for providing management contacts.
     

    for what we could/SHOULD provide goes beyond a directory of PSCs as
    suggested in -.1 Using VTX or something similar/better as a front-end,
    I believe we MUST be able to enter a skill set needed (i.e., a Netware
    CNE, or a C++ programmer, etc) and a geography, and get NAMES AND PHONE
    #'S OF CONSULTANTS, with their status (i.e., booked through 11/1, or
    "on the bench", willingness to travel for short or extended periods,
    etc).
    
    Our current system makes it VERY difficult to respond either via phone
    or face to face in a timely fashion (and I mean hours if not minutes). 
    Our competition (AC, CAP, plus the numerous small companies) are VERY
    good at this.  We tend to charge a premium, and get it, when we provide
    our typically excellent technology consulting (PLEASE don't tell me
    about our "Management Consulting" or Business Process Reengineering
    skills...read this conference re the "physician, heal thyself!").  
    
    Personally, I've sold $300 - 400k of consulting over the last 6 months
    or so (in a VERY tough environment) and believe this could easily
    double...
    
    Steve

    
    Unfortunately, PSCs are plagued by "turf" wars and the "I got the
    'resource' and you can't have him/her nyah-nyah!" nonsense.
    
    I'd prefer something like the VTX "jobs" book where consultants can
    find projects to "apply for".
    
    God forbid you find a project not in your CBU (if you're in an industry
    PSC) There is no mechanism for a PSC manager to get credit for their
    resources use outside their territory or CBU (so far as I know anyway)
    
    -Ed_hoping_the_opportunity_he's_working_on_turns_into_a_project.
    
    

    as bad as ed makes it out to be in .5, folks it's much worse. some days
    i just don't believe what i see/experience.

Re:.5 

...and so once again the metrics prevent us from earning revenue.

I wonder how much more efficient Digital would be if every single employee was
measured directly by the bottom line of the company.

There would be no more turf wars, because there's no more turf.

People could sell the customer what they need to solve their porblems, instead
of selling what their measured on, which may or may not fit the needs.

Just think, our NIS people could even sell DIGITAL networking products, instead
of SynOptics, Cabletron, Chipcom, Cisco, and etc.

(Sigh.)   Sorry, just dreaming aloud...   8-(

Bob

    re: .7
    
    No more turf wars at Digital ...  guess we're into fighting over divots
    now ...  ;^)
    
    Steve

    Speaking of consultants.....
    
    Anyone know where I can find a DECmessageQ consultant?
    
    I've got a customer with 30K waving in my face. 
    

>Anyone know where I can find a DECmessageQ consultant?

The fastest way to find out something like this is to search a list of
notes files, go look in the appropriate one and contact (call..) the person
or persons who answers the most questions...

Money talks.

I wouldn't try this if you're trying to get some more-or-less average
question answered. You'll get told to go actually *read* the notes file.

    Hah!  Yes.  Well, I've got to try and cut through the crap you see.
    Locally, the voice mails have been less then forthcoming.....
    
    

Bruce Stephens at DLO should at least get you a pointer in the right direction.
Try DTN 486-6000 or (214) 484-6000.

Bob

By far the fastest way to locate expertise is to 

	$ VTX EXPERTISE
	select 1
	enter keyword
	enter PF1 ENTER
	browse

    thank you