How to justify your recommendation - Łukasz Karwacki

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Sunscrapers

This presentation is a part of Sunscrapers’ weekly talks.

Small Business & Entrepreneurship

How to justify your recommendation?
Lukasz Karwacki
CEO at Sunscrapers

What frustrates professionals?
• low quality
• low impact on the project
• projects that die

Who to blame, then?
• (rarely) client’s personal traits
• outside circumstances
• our inability to justify a recommendation

Lesson:
It’s in our best interest to learn how to
justify our recommendations effectively!

1. Get involved in finding a solution
Bad: ‘OK, I’ll do it.’

2. Communicate
Bad: ‘I won’t do it. It’s a stupid idea.’

2. Communicate
Bad: ‘You don’t know programming.
Trust me.’

2. Communicate
Better: ‘Let me explain the technicals…’

3. Present benefits
Good: ‘The custom solution will need more
cross-browser testing…’

3. Present benefits (our POV)
Good: ‘The custom solution will need more
cross-browser testing…’

3. Present benefits (client’s POV)
Better: ‘The custom solution will cost
significantly more than the value it
provides…’

4. Provide options
Good: ‘Maybe SomeLibrary then?’

General rules:
1. get involved
2. communicate
3. present benefits (from client’s POV)
4. provide options

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How to justify your recommendation - Łukasz Karwacki

1. How to justify your recommendation? Lukasz Karwacki CEO at Sunscrapers

3. What frustrates professionals? • low quality • low impact on the project • projects that die

4. Secret: It’s not always client’s fault!

5. Who to blame, then? • (rarely) client’s personal traits • outside circumstances • our inability to justify a recommendation

6. Lesson: It’s in our best interest to learn how to justify our recommendations effectively!

7. The challenge

8. 1. Get involved in finding a solution Bad: ‘OK, I’ll do it.’

9. 2. Communicate Bad: ‘I won’t do it. It’s a stupid idea.’

10. 2. Communicate Bad: ‘You don’t know programming. Trust me.’

11. 2. Communicate Better: ‘Let me explain the technicals…’

12. 3. Present benefits Good: ‘The custom solution will need more cross-browser testing…’

13. 3. Present benefits (our POV) Good: ‘The custom solution will need more cross-browser testing…’

14. 3. Present benefits (client’s POV) Better: ‘The custom solution will cost significantly more than the value it provides…’

15. 4. Provide options Good: ‘Maybe SomeLibrary then?’

16. General rules: 1. get involved 2. communicate 3. present benefits (from client’s POV) 4. provide options

17. Thank you @cadzik

How to justify your recommendation - Łukasz Karwacki

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