Simplifiers podcast - Season 1 - Episode 6

Episode transcript:

What Clients Really Want

[Amel]
The client says, “We want success.” What do they actually mean, Asger?

[Asger]
They want more benefit from us than what we cost. They want us to challenge their assumptions, guide them toward what works, and help them succeed internally. Success means they look good, we look good, and the result delivers real value.

Success on Paper vs. Reality

[Silke]
Sometimes something looks like success on paper—budget met, timeline delivered—but it can still feel like a failure if expectations weren’t aligned. That’s why early clarity and constant communication are critical.

[Pia]
It’s challenging because both provider and customer need to feel it was successful. Hitting scope and schedule alone isn’t enough.

Success Needs Participation

[Asger]
Clients can’t just hand off the budget and disappear. Tools don’t magically solve problems. Adoption, training, and internal change are part of success. We must help customers understand that.

[Silke]
If someone says, “Here’s the budget, see you in six months,” that’s the beginning of disaster. Success requires dialogue from day one.

Continuous Delivery: Production Plus One

[Amel]
Asger, you talk about continuous delivery as “production plus one.” What does that mean?

[Asger]
Instead of bundling features into large releases, we deploy one feature at a time. Each feature moves from development to testing to production independently.

That means:

• Faster business value
• Simpler QA
• Less risk
• More flexibility

If a feature generates value, why let it sit waiting for 14 other items? Continuous delivery allows hundreds of deployments per year instead of a handful.

Who Continuous Delivery Fits

[Pia]
Not every customer is ready for this. It requires maturity and engagement. Choosing the right project model is part of our responsibility.

[Asger]
If a client can’t test or engage regularly, the model doesn’t work. Continuous delivery demands commitment from both sides.

Mindset Shift in Teams

[Silke]
It’s about mindset. Developers must share early, not hide work until “perfect.” Show progress constantly. Raise concerns early. Iterate fast.

[Asger]
Clear communication is essential—especially in distributed teams. Conversations must happen openly, not in silos.

Direct Dev-to-Client Communication

[Asger]
Avoid the “broken telephone.” Developers should speak directly to clients. If you can explain it to your project manager, you can explain it to the client.

[Silke]
Exactly. Fewer filters mean fewer misunderstandings.

Bridging Sales and Delivery

[Pia]
Ideally, technical leads are involved during sales. That way, there’s no sharp handover—only continuity.

[Asger]
When architects participate early, promises align better with reality. It strengthens trust from day one.

The Definition Phase: Often Underestimated

[Asger]
The definition phase is where hopes and dreams meet budget reality. It should focus on identifying critical success indicators—not listing everything imaginable.

[Silke]
Get decision-makers involved early. If power enters too late, everything resets.

[Pia]
Decision-making capability is key. Without it, projects stall.

Trust as a Delivery Engine

[Asger]
Trust allows us to challenge assumptions and suggest better approaches. Without trust, delivery slows and becomes administrative.

[Silke]
Trust also means customers feel in control. Transparency builds that feeling.

[Pia]
Foundations take time. Billing may start before visible results appear. Honest communication bridges that gap.

[Asger]
And trust must go both ways. Continuous delivery requires mutual confidence.

Final Advice

[Asger]
When choosing a partner, look for passion. You don’t need to understand the code—but you should feel that the team cares deeply about what they’re building.

[Silke]
Always ask: why are we doing this?

[Pia]
Be ready to make decisions. That’s what keeps projects moving.

Closing

[Amel]
Successful delivery isn’t about checklists. It’s about relationships, clarity, and the courage to adjust when plans change.

This was Simplifiers, brought to you by Solteq. If this episode sparked an idea, share it with your team and join us next time.