As a Salesforce consultant, the amount of energy that goes into recruiting quality clients, and then proving competence and work ethic worthy of winning the job is quite high. It is one of the priorities one must focus on to maintain a successful business, and there is a skill to doing it correctly. In this day and age of remote work, the ability to market our qualities and the actual quantity of clients we are able to extend our services to has never been as easy or with a more accessible selection. However, those clients are more discerning; after all, they realize there are more options than there were years ago.
Recently, I was reading Linchpin: Are you Indispensable? by Seth Godin. There was one paragraph in particular that stood out to me.
“The only way to prove (as opposed to asserting) that you are an indispensable linchpin - someone worth recruiting, moving to the top of the pile, and hiring - is to show, not tell. Projects are the new resume.”
-Seth Godin, Linchpin: Are you Indispensable?
This got my wheels turning, about how we, as Salesforce professionals, should tackle the next evolution of the ecosystem. We can all easily see how the talent pool is filling. And although the newest talent may not have the experience that many of us have built over the years, they will have a distinct advantage as learning materials, and ease of access to Salesforce developer environments provide them with an opportunity not available to many of us years ago. The acquisition of Trailhead badges and Certifications may propel them forward as expectations from clients may shift towards what is shiny and bright.
Clearly due to legal ramifications, we may not be able to show a new prospective employer or client our configurations, implementations, and development work from a previous project, but we can absolutely showcase our skills by mimicking similar structures in our developer orgs.
I would like to go into more detail on how a developer org can help you stand out from the crowd, and show how indispensable you really are.
Having samples of work ready to show to potential clients is nothing new. Years ago, it was not uncommon for professionals to keep print outs of their work, ready to go in a portfolio for face to face interviews. We’ve moved past that for the most part, and luckily, with Salesforce, it’s never been easier to showcase past accomplishments and newly acquired skills. Whether you focus more on the administrator, developer, or architect role, a developer org lets you demo in real time, with an interactive user interface that really is more exciting and powerful to use.
At a minimum, your developer environment should be set up to show many of the features you learned as an admin or developer. Depending on your specialization, the more advanced features, such as those you would find on certification exams, can drive home your worthiness and support your position as the expert you strive to become.
Why use a Salesforce Developer org?
Whether you own a consulting firm, work as an independent contractor, or are a full-time equivalent, you are a business. Regardless of your Salesforce specialization, you need to be able to sell your skills portfolio. If you merely stand at the front of a room with nothing more than words on a slideshow, you’re bound to lose the client. Using a Salesforce developer org allows you to showcase your work and abilities, not with words, but with an actual demonstration that engages the client from start to finish. They want to see the product in action, to make a more confident decision on both you and the end product. Showing, and not telling, are one way to prove your value.
Using a Developer Org for Job Interviews
A developer org demonstration is not just for existing clients, but can be utilized for job interviews, as well. Keeping your developer org up to date with the latest features is a great way to stay ahead of the competition. If you already have a general understanding of why the client is looking for a Salesforce consultant, put together a model of a few of the possibilities that may meet their needs. It is wise to communicate clearly that what is on display may need to be changed to better fit their organization, however clients who can see that there may be a solution for their issue that is already existing may feel more inclined to see that your expertise and preparedness make you a great candidate for the position.
Using a Developer Org for Performance Reviews
If you are in a firm that has performance reviews, a developer org is a great tool to showcase your work. You can provide a direct display of how your efforts have met or surpassed the expectations being required of you during your projects. This is especially valuable if you may not have access to the work in production due to a contract expiration or changing projects. Use your work to show how you accomplished the goals laid before you and any future work you may be interested in. With an up to date org, you can discuss upcoming interests and help shape future goals around recently released features or areas in which you feel it would behoove you and the company for you to invest your time. This will not only impress the reviewer, but keeps you competitive, as you can be one of the first in the area to master new skills.
Using a Developer Org for Promotions and Salary Negotiation
When it comes to negotiation for promotions, not only should you prepare examples of problems you’ve solved, but also have information that pertains on why those solutions were valuable. Metrics such as dollars saved or earned in reference to your implementation, or processes that became more efficient with employees spending less time and are more accurate based on your work are crucial to driving home the point of how absolutely necessary you have become in your position. Include actual feedback from stakeholders who have used your solutions, in order to show unbiased opinions. Having fellow team members chime in, as well, can also boost their perception. Your employers will have ample evidence on why you are worth their investment.
Keeping an edge is valuable, no matter the profession, however, it has become essential in the world of Salesforce. Consistently working towards becoming a better Salesforce consultant and providing quality work that you can demonstrate is key to showing you are indeed indispensable.
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