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hello I think we're we have three minutes but if you are sitting in the back half of the room if you feel comfortable no pressure I'd love for you to come to the front part of the room one because the rooms not very full and second I do like to get
people talking in the mics up here and so it'll be a lot easier for everybody to hear so if you're in the back half and you feel comfortable to move forward and there's really nice people here I met someone named Amy who seemed a very nice so I'm
going to go ahead and get started because I I think also they do not have anything scheduled for this room because I'm the last session of the day yay and the good thing is this is really fun so all of you who have been like cramming things into your head
like just relax this is really fun the slides will be up and mostly you'll just get it like yoga oh yeah why hadn't I thought of that before so I also don't know everything and actually you guys know just as much so if you would like I'll go
through all the slides but we can actually stay and play a little bit after if you like so hello I now started a new job with pantheon and so I am buying everyone here a free account at Pantheon so if you go to get Pantheon com you can have a free hosted website
until you want to go make it go live and then we charge you money but actually i actually i think as developers if it's for your own personal site your website i do believe it's free and i just don't know how to do it yet because i just started
monday so I'm sponsored by Pantheon and I'm also sponsored by top shelf modules so you can ask me about either one of those later but right now it's all about you so I was so surprised that they actually picked this topic because this has been
a passion of mine for a very long time and I am so glad that you're here to share it with me all right who's here how many are engineers yeah ok how many and I call everybody who actually does the building site building designing theming all of you
are engineers how many people are here from a development company or an agency ok how many are from the client side like you're with the university or an organization or library and you guys actually have the harder job I want everybody to appreciate how
hard their job is because they can't fire their client so that makes it really really hard right and so I think you will get a lot of take away because if you actually treat your internal stakeholders with some of this rigor it will help you not go crazy
how many of you are thinking about a project you're like a customer and you're getting ready to go into a project nobody those are the people I like to talk to they should be here go find so how many are in a project that they wish they didn't
have to finish yeah oh yay ok so maybe we can do a little rescue and triage here okay so I talked to some of you and I do know some of the things that you're trying to get to and I hope you leave with some really good tools today and they're all really
dead simple there's nothing fancy that I do I've just been doing it forever so my name is Susan rust I've been in Drupal since 4.7 and I picked Drupal because it was actually the one at the time that had clean urls and if I can encourage you guys
walking in to come forward and sit up front that would be awesome I've done tiny tiny jobs i did a three page website for a tiny it's not even a church they're called plant plant sites or something like that and a woman named Betty ran the whole
thing all 12 people that attended this little tiny thing and I felt sorry for them and I built them a little drupal site and I've done really big enterprise projects with the National Episcopal Church and SDG&E and I on media and things like that and
then from this morning's note i found out that i'm a dictator and i was so pleased to find out that i actually have a role in drupal and that's why actually i love being here with this community I I ended up with a design shop a graphic design
shop and I kept doing logos and people kept saying yeah but where's my website that looks awesome and unlike you understand that print and web are not the same thing right and they're like yeah but whatever so I learned to build websites and then I
learned to do drupal thank goodness for the google any questions so far is everybody in the right place they want to learn how to do ugly baby meetings so we have to know why projects fail because actually to have a cure or remedy or solution for everything
you have to know why it happened in the first place there has to be a little bit of diagnosis so why do projects fail somebody tell me why do projects fail yeah yeah managing expectations that everybody's expectations right so that's very important
why else do projects fail who has a yes guy with the hat more planning yeah you mean not enough planning yes oh yeah a roadmap for it to go somewhere money or what happens on projects where there's nobody on the client side working on it so I build us
a site we have 27 thousand pages of content and yeah I just figured out for us like that works well right so one of the things one of the things I would like you guys to start understanding and seeing for yourself is avalanches happen how one snowflake at
a time but if you've ever been on ski patrol or been up in the mountains they know where the avalanches are going to happen right and actually now in hindsight when you look at your bag projects don't you kind of know that that was an avalanche just
waiting to happen how many of you were ever truly truly surprised that the avalanche happened yeah no one right so one of the things you have to listen to your self so I don't read all the slides but this one's really important failed projects are
doomed from the beginning no one wants to admit it and that's the genesis and so one of the things about not having ugly client baby meetings is to not turn them into projects or not turn them into projects yet any questions okay so on the client side
so one of the things that clients often think is that the website will cure all of their business woes they don't have process in place they haven't analyzed their business they don't even know what they're trying to do but if they would just
get a new website and marketing could go to town everything would be okay and the truth is is that a website only presents data and it only is a reflection of their internal clarity so if they don't have internal clarity what's the website project
going to be it's going to be a mess and so this is one of those avalanche moments where you can say ah first thing they have no business rules written down anywhere now how many of you have seen business rules that go something like this well we send out
an email and then we attach a word doc then fill in the blank fill in the blank fill in the blank is that a business process no it's not a business process I'm working with a client right now that sends secure data back and forth via email and random
other channels and they're so worried about if the Drupal site is going to be secure it's like you know you just sent all that data over the email to 75 people so they don't have a business process around their communication of important data so
how do we model that properly for Drupal and you have to solve that question before you can begin the project so one of the things that I say about clients and projects is that day one is the best it's ever going to be it's kind of like a boyfriend
or a marriage right like the honeymoon phase is as good as it's going to get after that there's dirty dishes and dirty socks so if you're not really loving the vendor if you're reading really not loving the client if it's just not you know
you don't have that chemistry like you don't feel like you're on the same side is the project actually going to be fun to work on and how many of you have a client or a project now that it's nothing wrong with a project that's the chemistry
with the client yeah it makes work going going to work really hard and when it when you want to go to work and it's really hard it takes out the joy out of you and when it takes all the joy out of you it's really hard to succeed and what happens when
you tie up all your time because some of you that I spoke to around the room are pretty small so what happens if you take up eighty percent of your billable time with a client and a project you don't love it's just tough and one of the things about
doing well as a solopreneur and entrepreneur small group is that you have to all love what you're doing and there's an opportunity cost to every decision you make so I actually saw something very similar to this in dallas-fort Worth they built a dallas
fort worth airport is as big as the island of manhattan and they built this monorail that went around and i would drive by it every day to and from work and at one point i went nothing not going to me and my husband went ah you don't know you're talking
about and sure enough but they kept building like like I was seeing it at an angle from the road and I could tell it wasn't going to meet the engineers were standing there looking at each other every day and they knew it wasn't going to meet but they
kept building and they built within like 20 feet of each other like but you could tell a long way off right like maybe a half mile down like yeah guys we need a bus curve in here but they never did it they never did it so lack of planning and then the desire
not to stop and do some planning so how many of you guys think that it's a good idea for me to take a backpack and decide that I'm going to climb Everest it's really nice oh you think it's a good idea he's trying to get rid of me already
um so this is what happens though they're all all engineers in general love to write code and there's an urge and a deep desire to get a project and start building but this is how those end up it's not a good idea I can't walk very far I get
high altitude sickness and in general I'm not that athletic so I probably shouldn't plan a track to to everest in an afternoon and then we also have what i call the project fantasy is that at the beginning of every project we think it's going to
feel and look like this but we know it's going to be like this but in order to be in business like we have to keep kind of having that fantasy so today i hope we cover some things to get the project's looking more like this and last like that so any
questions so far okay so one of the things that i started out very early on is realizing that one of my gifts i need to step back one of my gifts is that I am NOT an engineer but i can speak pidgin engineer and I don't really I'm not a formal business
analyst but I'm very good at divining that gap between the client wanting something and what engineering wants to build and that is how many of you are kind of like under five people in your company this is the biggest strength that you can have and if
you have a small company you probably and are successful you probably are already doing this in some pretty concrete or maybe understood way and if you can keep developing that skill and developing the strength and muscle to do it better and better your projects
will become way more professional and not professional profitable so what I found is that clients do this I want to do this and because this is how I do it in my business and the engineer goes yep I can build that and they go okay and the engineer goes off
and builds that and its really expensive because its custom or the clients just start talking about all their business process us in their clients and their metrics and the engineers just go I don't care tell me what to code I will build you anything just
stop talking about that and and so there's just this big gap and then the client goes well what can I have and the engineer says anything I'm an engineer and like well what does that look like well whatever you want it to look like I'm an engineer
so there's this impasse between what it is what can be built and what's possible and what's inexpensive and what's a good choice and all that kind of stuff so this became the first part of my consulting life is kind of doing this translation
what do I mean by if a client is coachable is one of the reasons projects failed who's got a who's got an example of an uncoachable client yes yeah yeah that's a good example what about clients that say I know exactly what I want yeah or yes yes
are there trying to guide you through engineering speak because I know better so to me coachable clients are people that don't listen to me I don't care what it is it's about where to park whatever as a dictator you have to actually be coachable
and that doesn't mean that you just accept everything that I say but it means that when I'm really serious about saying I think this is the best path for you and this is why that you consider it carefully it doesn't mean that that is the answer
but that you think about it deeply and you say yes I see why you think that and here are things you don't know about my business that's a coachable client they're teaching me I'm teaching them it's a relationship people that don't want
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