What evidence can you share that demonstrates the impact of the engagement?
Probably the two biggest examples are the client wins that we have secured because we have done the development. One particular client win was in Scotland with a number of hospitals up there, and the contract was around £40 million (approximately $51,000 USD) and that is the amount of spend going through the contract on a yearly basis. Had we not done the development and delivered it on time as Roweb did, we wouldn’t have gone live with that contract.
There was a second contract win a year later which had very similar circumstances where an idea was sold and had we not been able to develop and build that idea into a technology, we wouldn’t have gone forward with that contract. That was probably a spend of £30 million (approximately $40 million USD). We also have a model that we sell our client which is very much about savings.
We always target to save our clients 5% or 10% of their spend, and the technology is a really significant part of that because we wouldn’t be able to save them that spend. In some hospitals that we are working with, we are talking about saving millions of pounds on temporary workers. We wouldn’t have been able to do any of that without the technology that Roweb has developed.
How did Roweb Development perform from a project management standpoint?
You have to keep them on task and timescales. I think, as all developers will do, they like things to be absolutely perfect and so they will keep developing and developing until it is absolutely perfect. One of the things we definitely have to keep them on task with is saying no. If it is an MVP, we will ask them if will it work right now, and to get it out. Everything else from a project management perspective, such as communication with us and the sprint cycles that we do has been excellent. I thoroughly commend them for that.
What did you find most impressive about them?
In the UK, we have very complex needs, a complex VAT system, and other complex systems that we have to introduce. These are really complex ideas that people will struggle to understand. Whenever we come to Roweb with a brand-new challenge, they always ask the right questions and want to know how it will affect X, Y, and Z in the system.
If our specifications aren’t up to scratch, they will ask us those questions and let us know that they don’t really understand it. We are really impressed that actually a group of people in Romania, who don’t have English as their first language, who don’t have the same complicated taxing mechanisms as us, understand that and actually deliver. I think that is incredibly impressive.
Are there any areas they could improve?
The one thing I guess they could improve on is their quotes on time. if they can, they will spend more time going into absolutely every single detail which means we then sometimes get delayed on timescales. That is just the one thing that they are aware of but need to be better at hitting the go-live dates that we put in.
Do you have any advice for potential customers?
Pre COVID-19, I would have said to make sure that you go and meet with them face to face, but there are far less opportunities to go and do that now. I think you need to have that face to face whether it is a video call or whatever it is, and take them through your business goals and your business objectives so that they understand, not just the short-term goals you are looking to achieve, but the long-term. When they understand that long-term goal and you give them that background, and you give them the context of what problem you are trying to solve, that is a really good starting point with Roweb and they react well to that.