TRAINING · LEAD THE CLIENT CALL

Lead the
client call.

Before, during and after.
The habits of a Senior Developer.

Before the callDuring the callAfter the call

Three tiers. Five blocks.

	Developer	Senior Developer	Product Owner
Owns	Tasks	A project	A product and its codebase
Client	In writing	Runs the meeting	Main contact, no founder needed
Direction	Receives and executes	Runs on what was sold	Pulls the product forward
Ships	Scoped work on time	The project, on appetite	Systems others use
Proof	Small project, reviewed	A quarter with no rescue	One system shipped, one project sold

Developer

Senior Developer

Product Owner

Owns

Tasks

A project

A product and its codebase

Client

In writing

Runs the meeting

Main contact, no founder needed

Direction

Receives and executes

Runs on what was sold

Pulls the product forward

Ships

Scoped work on time

The project, on appetite

Systems others use

Proof

Small project, reviewed

A quarter with no rescue

One system shipped, one project sold

The Growth Track from the all-hands. This training is the Client block.INOVO GROWTH TRACK · VERSION ZERO

One training per square.

Every square on the grid becomes a short training like this one
Struggling with one part? You get that square's module
Today: the Client square for Senior Developer
Later: the grid lives in the dashboard, interactive

Leading the call is how you move from Developer to Senior.THE PLAN · ONE SQUARE AT A TIME

One call, four moves.

Connect

We lead. A few minutes to hear where they are.

Demo

Show the work, the budget and the schedule. Before they ask.

Listen

Capture it live with the client.

Close

Deliverables, a date, the next meeting booked.

Same shape every call. The client learns what to expect.THE MAP · CONNECT, DEMO, LISTEN, CLOSE

Before the call

Set up the screen.

The screen ready, the demo already sent.

One window. One click.

Install the Zoom app, never Zoom in the browser
Share one window, never the whole screen
Share a browser with every tab you need already open
Close the other tabs, silence notifications and pop-ups
One click to share, then move between tabs

Ready to share before the client joins.BEFORE · 1 OF 2

Best place for demos: before the call.

Record the walkthrough a couple of hours before, a day before is better
Send it with one line: "Here is the new feature"
They can pause it, look again and think before we talk
On the call, ask: "Did you get a chance to check out the demo?"
Never assume they had time, they are a busy founder

Watched or not, roll into a quick version on the call.BEFORE · 2 OF 2

During the call

We lead.

Connect, demo, listen.

Connect first. Then the agenda.

We lead the call from the first second, no awkward silences
Temperature check: how are they doing, where are they at
Ask what has changed, in the business or with them
Use what you hear to steer the rest of the call
Then take the wheel: "Let's jump in, I have three things to cover"

A couple of minutes to sync. Then our agenda, in our order.DURING · 01 CONNECT

Demo: show, do not tell.

Show the work built since the last call, not a status report
Budget: weeks used against weeks sold
Schedule: the stage we are in and the next milestone with its date
Ahead, on track or behind: say which
A little ahead or behind is fine, as long as we track it

Project nameON TRACK

FramedShapedBuiltLaunch

BudgetWeek 4 of 6

Next milestoneFirst version, Friday

Clients want to know two things: on budget, on schedule. Answer before they ask.DURING · 02 DEMO · CARD IS A SCHEMATIC

Live demo: pause and ask.

Pause at each screen, each milestone, each part of the project
Ask: "What do you think about this?"
Ask: "Will this work for what you are trying to do?"
Do not talk at them for five minutes and then ask for questions
Show it end to end, one pause at a time

A demo is a conversation, not a monologue.DURING · 02 DEMO

Listen. Capture live with the client.

Capture notes in the tool during the call, not afterwards
Writing it down surfaces questions, so ask them right there
Figma open, design decisions recorded as they are made
A new feature: capture the frame while they are on the call
Reactive work: note it in the tool at once, so it enters the loop

Captured on the call, not from memory after.DURING · 03 LISTEN

Close the call

Close the loop.

Respect the time, name the deliverables, book the next one.

Respect the time. Name the work.

Acknowledge the time: "We are at 10:30, I know we are at time."
Need a few more minutes? Ask permission to go over
Wrap up with the deliverables: "We will do these two or three things."
Give a date: "We will get back to you by Thursday."
End positive and hopeful

Two or three things, and a date.CLOSE · 1 OF 2

Book a meeting from a meeting. BAMFAM.

Take a minute or two before you hang up and set the next meeting
Check the times with everyone on the team while the client is still on
Create the invite and send it right after the call
If the client raised specifics, acknowledge them and get back the same day
No open thread to carry around

It is much better to do it right then and there.CLOSE · 2 OF 2

The checklist.

Before

Zoom app installed
One browser window, tabs open, notifications off
Project page and the work ready
Demo recorded and sent a day before
Figma and the tool open

During

We lead: connect first, then the agenda
Ask if they watched the demo, never assume
Live demo: pause and ask at every screen
Budget and schedule, before they ask
Capture live with the client
Acknowledge the time, ask to go over
Deliverables, a date, BAMFAM

After

Send the invite right after the call
Specifics: get back the same day
Nothing left open

Take this one home. Run it on your next call.LEAD THE CLIENT CALL · V1

Lead the call.
Close the loop.

Run this on your next client call.
Tell us in #team what worked.

Lead theclient call.