Small Technology Company Holds onto Their Dream

Military Defense Supplier Retains Future Business Potential

Companies need to be prepared when a major contract lands. One client of ours, a small, three year old high-tech product company, realized the dream of every small organization. They landed $1 million+ contract for their new product.

The Challenge

Our client had landed a contract to deliver their new product to a major new customer - the USA Defense Intelligence Agency (DIA). Their customer wanted to review the Product Requirements Specifications - which didn't exist. They also wanted our client to develop an Acceptance Test Plan.

Our client had neither the resources nor expertise to fulfill these requests. Additionally, their developers didn't have a clear, common understanding of what was required of the product - particularly as it related to their new customer. Consequently there were development problems, frustrations, lack of focus and lack of progress - and the real danger of losing credibility for future business.

The Solution

Our client wanted to be responsive to their customer and provide them with professional high quality materials so they contracted Lyle Parkyn of ProSoft Solutions Inc.

Lyle worked with them and their customer to develop a clear definition of their product's functionality and capabilities in order to address their customer's needs. He quickly developed a professional, high quality Product Requirements Specification and an Acceptance Test Plan. The Acceptance Test Plan was tailored to the DIA's needs based on their reviews and input.

The Results

In the end our client was able to satisfy their customer's requests. They ensured their customer's confidence in their abilities and reinforced their image as a professional and responsive company. The product successfully passed acceptance testing. Our client retained a contract worth $1.4 million dollars. They also have good prospects for follow on sales from their customer and for sales from similar customers.

Our client's customer was very impressed with the Product Requirements Specification and Acceptance Test Plan saying they could be the gold standard.

Client Type:	Small Start-up
Client Size:	6 Employees
Challenge:	Being Responsive To A Customer
Service Type:	Analysis and Specification Development

E-mail or call Lyle Parkyn at 604-324-3311.