After two weeks doing slides for a client I decided to quit. Why did I do that? Well, every client has the right to know what will be the roadmap to adopt Agile practices. However, if you need to justify every step with time, activity name, responsible and the amount of hours you are wasting your (and the client time as well) time and effort there.
Based on reading Agile Coaches experience (and my own experience) to help companies to move to Agile from Waterfall won’t consist to specify every bad pattern with the magic solution beside it.
This is the best approach to adopt Agile, Inspect (most Agile consultants called to this phase “Discovery”) what is the level of maturity of Agile in the client (there are many useful Scrum checklist for instance).
Then you should show to the client a Transformation Backlog with the different issues that as Agile Coach found there. This backlog has to be prioritised by the client in order to engage him with the transformation.
Furthermore, it is very important to define a Goal (Deliver software after x number of Sprints i.e.) and time to reach that goal. Other important issue is to know what is the will of the client. It means, client need to understand that moving the company to Agile won’t be easy (there will be tough moments) so sometimes will take hard decisions and invest a lot of money and effort.
Many clients think that adopting Agile cost a fortune but they have never realised about they will get hight ROI (Return of Investment) in each project. Indeed, all the areas will get more value with Agile. For instance, Human Resource (RRHH) department has to struggle with rate turnover and lack of motivation. Well, Agile can help to reduce the rate turnover (in Scrum team members are self-organize that improves the motivation of them without using extrinsic motivators) .
To conclude, if you as Agile Coach start listening from your client that your rate is too hight or he has severe budget constraint or he only has money for a couple of months, it is time to talk seriously with the client to check his willingness.