Teaching Clients How to Succeed


One of the first things I learned when taking over sales at Palantir.net was the importance of setting client expectations early in the sales process. For many clients, web projects happen once a decade. It becomes imperative that we make sure that clients understand the components that make for long-term project success.

In this session, we will look at the building blocks of successful projects, how to describe them to clients, and how to set expectations around schedules and budgets. We will take deep dives into the following project areas:

  • Business strategy
  • Content strategy
  • Design
  • Development
  • Testing
  • Deployment
  • Training
  • Support

This session is designed for sales teams and business leaders. Attendees should leave with actionable ideas for how to:

  • Tell a story about how their services drive client success
  • Help clients understand how to plan for a web project
  • Set client expectations around budgets and schedules
  • Prepare training materials for sales teams to use when talking about Drupal projects.



Session Track


Experience Level


Drupal Version

When & Where

Thursday, 28 September, 2017 - 10:45 to 11:45
Lehar 1