rpa项目poc_部署RPA项目之商务洽谈

部署RPA项目之商务洽谈

Business negotiation for RPA project deployment

2020年7月，一份关于RPA技术在国内外企业的应用现状报告指出，从2019年至今，是各大RPA供应商“混战”的期间。对全球的部分RPA客户以及RPA从业者进行调查，发现RPA项目的满意度普遍低于预期值。预期值较低的原因主要是很多企业在部署RPA时，没有进行充分的规划，所以应用中出现了很多问题。再进一步挖掘，更深层次的原因是可能在RPA项目部署的第一阶段——商务洽谈阶段存在问题。

In July 2020, a report on the application status of RPA technology in domestic and foreign companies pointed out that from 2019 until now, it has been a period of melee between major RPA suppliers. A survey of some RPA customers and RPA practitioners around the world found that the satisfaction of RPA projects is generally lower than expected. The main reason for the low expected value is that many companies did not make adequate planning when deploying RPA. So there are many problems in the application. Digging further, the deeper reason is that there may be problems in the first stage of RPA project deployment-the business negotiation stage.

商务洽谈是两个企业在进行合作时交换信息，并通过商量最优合作方案最后获得双赢的过程。RPA项目的商务洽谈主要是结合企业的实际情况以及目标，确定后期POC以及正式部署阶段的大致方向。此阶段有几个需要注意的地方：

Business negotiation is a process in which two companies exchange information when cooperating, and finally obtain a win-win process through discussing the optimal cooperation plan. The business negotiation of the RPA project is mainly based on the actual situation and goals of the enterprise to determine the general direction of the later POC and formal deployment stage. There are a few things to note at this stage:

首先，RPA供应商应该尽可能多的收集客户企业的相关资料，包括客户企业的行业信息。通过这些资料对客户企业有一个大概的了解，有利于构建RPA项目部署计划。

First of all, RPA suppliers should collect as much information about their customers as possible, including industry information. Through these materials to have a general understanding of the client enterprise, it is helpful to construct the RPA project deployment plan.

其次，不仅是需要理解客户信息，也需要客户对RPA有一个认识，可以利用以前做的一些RPA项目给客户阐述RPA的原理以及适用场景，也让客户更加直观的体验到应用RPA的好处。

Secondly, RPA suppliers not only need to understand customer information, but also need customers to have an understanding of RPA. You can use some of the RPA projects you have done before to explain the principles and applicable scenarios of RPA to customers. Let customers experience the benefits of RPA more intuitively.

最后是沟通的方法，沟通的主要目标是获取客户企业的需求及业务流程难点，以及确定POC的流程，最后由RPA厂商这边派遣开发人员去客户公司进行自动化开发。

Finally, pay attention to the method of communication. The main goal of the communication is to obtain the needs of the client company and the difficulties of the business process, as well as to determine the POC process. Finally, the RPA manufacturer sends developers to the client company for automated development.

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