Bank of England & FCA
March 2023
How developers can help deliver winning
pitches and aid new business
Essential (Laravel) developer skills for
successful end-to-end project delivery
#LaraDuck

About us
We are Laravel’s
fi
rst o
ffi
cial UK Accredited Partner
Clients approach us when their Web Platforms need to be redesigned and rebuilt so content can becomes
more accessible, user friendly and served by better open source technology like Laravel. We also help
clients to ensure their data, websites are secure and compliant through better UX, SEO and DevOps.

Welcome 👋 to the second webinar of this Essential Skills Series for (Laravel) Developers
looking to grow and elevate their soft skills
What you need to know:
‣ Each month one of our Ducks will host a webinar on a different stage of the project
lifecycle
‣ Topics include, pitching, project management, Agile, UX, accessibility, internal
communications and much more
‣ Each session is recorded, and shared to everyone who registered
‣ We will also share with you additional material, such as articles, white paper and
previous webinars
Introduction

Today’s session:
• Today’s webinar will last 40 minutes
• 10 minutes will be available for any questions you have for Tom
• The full recording of the webinar will be emailed early next week
To submit a question:
• Open the Q&A window by clicking the Q&A button located at the bottom of
your screen
You can also post questions on Twitter after the webinar using the
hashtag #LaraDuck
House rules

Captions:
• Automated captions are available – if not already turned on, you can switch
these on via the Transcripts button located at the bottom
• The on-demand version of the webinar will be provided with manually-edited
captioning
House rules

My tech and sales story

You know, I’m something of a developer myself

Why, how, where?
1. WHY WOULD I WANT TO GET INVOLVED?
2. HOW COULD I GET INVOLVED?
3. WHERE DO I START?

Why would a developer want to be
involved in the sales process?

WHY ARE WE
WORKING ON
BORING
PROJECTS
LIKE THIS?

HOW ON
EARTH WAS
THIS PROJECT
SCOPED SO
BADLY?

THERE IS NOT
ENOUGH
RESOURCE TO
TAKE ON THIS
PROJECT.

THIS CLIENT
DOESN’T GET THE
DEVELOPMENT
PROCESS AT ALL!

How could a developer solve these?

SHAPE
PROJECTS
BEFORE THEY
COME IN

BUILD RAPPORT
WITH THE CLIENT

BE A HERO TO
YOUR
COLLEAGUES

BUILD YOUR
PROFILE

Our Chief Delivery Officer’s role evolution
Sales & New
Business
UI
Design
Front- and
Backend Dev
Web
Developer
Development
Manager
Technical Director
Chief
Delivery
CTO
UX
Discovery
Ongoing
Support
QA and
Launch

Our Chief Delivery Officer’s role evolution
Sales & New
Business
Front- and
Backend Dev
Web
Developer
Development
Manager
Technical Director
Chief
Delivery
CTO
UX
Discovery
Ongoing
Support
UI
Design
QA and
Launch

Where could you get involved?

The average sales cycle

The average sales cycle
First
response
1. Share your experience
2. Propose questions to ask
3. Provide a quick estimate

The average sales cycle
First
response
Pre-
discovery
Scoping
workshop
1. Demonstrate your expertise
2. Challenge the brief
3. Communicate appropriately

The average sales cycle
First
response
Pre-
discovery
Tender
response
Proposal
Scoping
workshop
1. Understand their brief
2. Document your approach
3. Peer review

The average sales cycle
First
response
Pre-
discovery
Tender
response
Proposal
Pitch
Scoping
workshop
1. Build your own slides
2. Rehearse
3. Be conversational

IF YOU CAN EXPLAIN IT SO YOUR
TEAM KNOWS HOW IT SELL IT,
YOU CAN EXPLAIN IT TO A CLIENT
Pre-
discovery
Scoping
workshop
Verbal
Tender
response
Proposal
Written
Pitch
Verbal & visual

Where do I start?

Where is right for you?
First
response
Pre-
discovery
Tender
response
Proposal
Pitch
Scoping
workshop

FIND NEW
ENQUIRIES

PROVIDE
INITIAL IDEAS

JOIN EARLY
CONVERSATIONS

GET INVOLVED
ON PITCHES

SUPPORT
WRITING THE
RESPONSE

ENGAGE WITH
EXISTING
CLIENTS

WORK WITH
MARKETING

ATTEND
EVENTS

GET SPEAKING

WHERE WILL YOU START?

Next Session
Why strategy matters – how to interpret and
challenge stakeholder needs
Sylvain Reiter, Chief Delivery Officer
21st April 2023 (12pm GMT)
Email: hello@cyber-duck.co.uk
Twitter: @cyberduck_uk
LinkedIn: linkedin.com/company/cyber-duck

Next Steps
In the meantime…
Download our free white paper:
How to Scale Laravel Projects and Applications.
SCAN TO DOWNLOAD
SCAN TO DOWNLOAD

Q&A Session
Let’s answer your questions
Email: hello@cyber-duck.co.uk
Twitter: @cyberduck_uk
LinkedIn: linkedin.com/company/cyber-duck

THANK YOU SO MUCH!
—Tom Millson, Cyber-Duck
“
“
@cyberduck_uk
We’re hiring, reach out
to me if you’re interested!