Board index » delphi » Should I be flattered or offended?

2005-06-20 02:20:19 PM
delphi176
I was invited to a meeting today to discover what could be done with a
certain new technology for one of our biggest customers.
Now this customer is big enough that they have lots of people from IBM
in there telling them how they can achieve their goals with both
hardware and software.
I sat through a presentation from the IBM techies showing how their
software architecture could achieve the desired goals.
It all looked good.
I was wondering why I had even been invited to this presentation until
the customer, both mine & IBM's, said (to the IBMers) that "This is a
proof of concept project, I like what you have shown us, but I've
invited the (Delphi people i.e. me) along because I know that they can
deliver what we need in the time-frame available"
It's hard to know where I stand here. On one hand, the customer is
getting a tremendous amount of resource from IBM, but on the other hand,
the customer is aware that one bloke with a Delphi compiler can probably
do all that the team from IBM have to offer, if not better, then at
least faster!
I've been the meat in the sandwich before with this customer, and I
must say that it is not unpleasant. With a tool as good as Delphi, I
know that I can connect to almost anything. Those things that don't
provide native connectivity I can write my own tools for.
The only reason that I say that I might be offended is that our little
company was not chosen as the first choice for providing the solution.
As I said earlier, the customer has been up-front in saying to IBM that
"If you can not do it in the time-frame, then I know that the Delphi boys
can do it"
I know that I can not provide the security that a large company like IBM
can provide, but it is rather flattering that a small company with
Delphi skills can be used by a major customer to try to keep a large
company like IBM honest.
There are probably all sorts of things that I could say about VB,
Java, C++, C# and others, but it seems that Delphi keeps on being just a
little bit better, to the point that what we can do with Delphi is good
enough to give the heavies a run for their money.
Scout
 

It's a little like saying: "you Delphi guys can do it fast and well,
and I am confident about your expertise, but if I pick IBM, sure they
may fail or take years, but I will have that big IBM contract and those
pretty new IBM servers and technology I will be able to flaunt around
to impress my buddies, and no one will ever blame me for choosing IBM".
I can understand your feelings, we've had customers where situation was
somewhat similar...
Eric
 

Sounds quite common to me... :) :(
It might be useful to have some sort of proof or this effect. Does
anybody around have some studies or success stories dealing with topic?
Regards,
Heiko
 

Scout writes:
 

Scout writes:
blogs.borland.com/chewy
 

Chee Wee (Borland) writes:
with your posting frequency :-)
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Cheers,
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David Clegg writes:
name is above yours in the newsgroups. ;o)
 

Chee Wee (Borland) writes:
here much these days.
(Good to see you're Strine is progressing nicely. Bewdy Mate!)
--
Cheers,
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XXXX@XXXXX.COM
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Scout writes:
allied with a big company in terms of getting and keeping contracts with
your customer.
--
"Darmok and Jalad, at Tenagra"
 

Nobody ever lost their job for chosing IBM.
Maybe you could arrange for your customer to contract you to do the work via
the protection of IBM, so IBM would be awarded the project on the
understanding that they sub-contract you to implement it.
 

horrendous ways.
Eric
 

"Scout" <XXXX@XXXXX.COM>writes
seem to have acheived (in conjunction with Delphi 3rd party community). I
am speaking specifically of the D5 to Delphi 7 compilers. IIR, Scout, you are
using D7...
There is very little in the business computing arena that we Delphi
developers cannot accomplish in times that routinely stun our customers.
Not sure what the tool set of the future will be, but there is still plenty
of life in the good ole Delphi 7 compiler.
But as far as being flattered or offended... Who cares? If I were you, I
would try to address whatever the customer concerns are that has let a
competitor back in the door. Or perhaps this isn't a threat at all (in
terms of losing a customer), but actually an opportunity to gain more
business...
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Scout,
(diner, a beer, etc.) if you can. Ask why you are
there. Let him know your contracting rates, if you
aren't discussing specific work you are expected
to quote on.
Maybe he is just using you as leverage. If he is in
the concept stage, I bet $ haven't been discussed
and he is using you as a pawn to beat them down
on pricing or other concessions. Not nice, but it
seems to happen a lot.
Maybe he wants you to work with them.
Maybe he just wants you to know what is happening.
I.e. you are getting the boot. Not likely are a really
poor way to do it.
Maybe he doesn't like IBM, but some of his bosses
have flown this idea, and he needs you there to
review their work, find fault, and cover his rear end.
Perhaps he wants to get to a 'bidding' stage and is
giving you a heads up by giving you a first hand
look at what they are proposing.
You never know. However, it is generally a bad idea
to have two competitors at the same table until you
have informed each what parts of their 'bids' you
have accepted, what parts others are doing, and
everyone has agreed to it -- typically with NDAs
being floated out there by the client.
Thanks,
Brett
 

Peter Morris [Droopy eyes software] writes:
USING it :>).
Robert H
 

Richard Grossman <XXXX@XXXXX.COM>writes:
about integrating solutions. If there's a chance some external team can
do it well and the service to the customer is OK IBM might take that
as a third party and just watch over that team.
Extra cost? Yes of course :) And no one can assure that IBM might
eat you up in the end, as big a company as it is, but still I think it might
be your best choice.
On the other hand as Brett said you can firmly put your proposition on the
table.
Don't understimate yourself. Customers don't always *need* IBM's solution
and it is enough for them to have perhaps some "source code" insurance to
prevent problems when or if you're not around anymore.
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