Successful projects establish long-term relationships between client and consultant. The foundation for that success begins with your sales process and how you frame the work to be done. Setting client expectations, transferring knowledge to the development team and maintaining consistent communication (while staying on message) are critical components in project success.

In this session, we’ll focus on the how your sales process sets up your project team for success:

• Critical conversations that you need to have with prospective clients.
• Establishing a value proposition for your services.
• The role of sales engineering in building customer confidence.
• Building and maintaining a sales pipeline.
• Transitioning projects from sales to development.
• Tracking customer satisfaction throughout the project lifecycle.

This session is targeted towards people who have not had formal sales training, particularly developers who are now in a management or ownership role.