How to do well in consulting–Balkan Ruby 2024

Transcript

1. BALKAN RUBY 2024 HOW TO DO WELL IN CONSULTING IRINA NAZAROVA CEO @ Evil Martians NOT TO SUCK
2. BALKAN RUBY 2024 My first time in Bulgaria… 2
3. BALKAN RUBY 2024 Founded in 2006 Team of 50 O ffi ces in US, Portugal, Japan Team in 14 countries 3 Our products BOOTSTRAPPED PROFITABLE NO LAYOFFS
4. Software consulting for developer-first products
5. BALKAN RUBY 2024 About me 5 CS degree First job: C++ engineer Masters in Econ and data analysis Equity research JP Morgan IB 2009 2011 2008 2011
6. BALKAN RUBY 2024 About me 6 “Joy of cooking” startup “Globe” startup Ruby on Rails Consulting: Ruby on Rails, fi nancial modeling 2012 2015 2016
7. BALKAN RUBY 2024 About me 7 Evil Martians 2017 CEO 2020 AnyCable Pro 2021 2024 Moved to SF
8. BALKAN RUBY 2024 8 I could talk about many things…
9. BALKAN RUBY 2024 9 WHAT | WHY | HOW FRIENDSHIPS ARE THE SOURCE OF BUSINESS RELATIONSHIPS
10. BALKAN RUBY 2024 WHAT 10 Mutual trust, understanding and care Team Customers Audience FRIENDSHIPS | RELATIONSHIPS
11. BALKAN RUBY 2024 WHY 11 In theory: trust = social capital = economic growth = economic opportunity In practice, friendships: – create opportunities for everyone – reduce waste (ads, spam) – bring in new business – fi x the “leaky bucket” – it scales if team adopts it
12. BALKAN RUBY 2024 WHY 12 How customers think about value you bring AVERAGE OUTCOME (THEY EXPECT THIS) SUBPAR OUTCOMES (THEY EXPERIENCED THIS) YOUR WORK (YOU DELIVER THIS) VALUE You are trying to make customers trust you against their rationality
13. BALKAN RUBY 2024 HOW 13 UNDERSTANDING – person and their goals – organization and its goals – how your work generates value within the organization EXAMPLE: OUR WORK MAKES SENSE WHEN SPEED IS MORE IMPORTANT THAN MONEY
14. BALKAN RUBY 2024 HOW 14 CONNECTING Be the super node for your customers. Create opportunities for your customers and people around you. BRING A POTENTIAL CLIENT, INVESTOR, PARTNER, CO - FOUNDER
15. BALKAN RUBY 2024 HOW 15 BEING AUTHENTIC Don’t be formal or someone you think you should be! Be yourself and bring your best self. Get excited about people as you learn their stories… Share your real emotions and passions!
16. BALKAN RUBY 2024 HOW 16 TEACHING Learn from every experience and people around you. Re fl ect on it, and then teach. #1 priority is to be useful, #2 priority is to make a deal.
17. BALKAN RUBY 2024 HOW 17 QUITTING Walk away if you cannot e ff ectively help the organization. When are not the best solution or other reasons.
18. BALKAN RUBY 2024 HOW 18 ENGAGING Celebrating Connecting Inviting Collaborating EXAMPLE: RAILS WORLD TICKET FOR ANY CABLE PRO CUSTOMER BEYOND COFFEE: INVITE TO A PODCAST, A MEETUP, COLLABORATE ON A BLOG
19. BALKAN RUBY 2024 HOW 19 OVERCOMING FEAR OF REJECTION Admit the fear. It is there. Overcome with altruistic intention: you want to do something good.
20. BALKAN RUBY 2024 HOW 20 INTEGRITY Do what you say and say what you do. Do what you love and love what you do. Not easy! But stir your life there.
21. BALKAN RUBY 2024 HOW 21 RESOURCES
22. BALKAN RUBY 2024 PLAN 22 1. Be strategic about your audience and your integrity 2. Create opportunities for people around you 3. Do non-transactional things BALKAN RUBY: LET’S BUILD FRIENDSHIPS!
23. BALKAN RUBY 2024 23 Thank you! Ask me anything about Evil Martians and AnyCable! Follow me: twitter.com/inazarova Contact me: in@evilmartians.com
24. BALKAN RUBY 2024 24