 Good morning, everyone. I mean it's the setup. My name is Patrick, as the setup. My name is Patrick. I'm a WordPress developer. I run a small agency called Moja Studio Limited. It started by my bed site almost eight years ago. I started working with WordPress from 2010. For my presentation, I mostly talk about numbers. And I know most of us don't like talking about numbers. Numbers will have to do with ours, money. And basically what it counts for you to deliver a successful project for large organizations. My clients, some of the clients that I've worked with include Energy Regulatory Commission. I've worked for USAID, East Africa Trade and Investment Hub developing WordPress project for them. I have done most of them at petroleum companies, Action Energy Limited. I've worked for some companies in Mombasa called Dandros, if you know Dandros. Right now, actually I was from a trip. I'm working for a project for Taita County, this CDF portal that I'm building for them. So my presentation will be mostly how to deliver a successful project for a large organization. And it's not just about large organization is how is it that you can use WordPress. You know most of us think WordPress as something that really can only be used maybe either for personal use, blog or what. But today I just want to give out a share. This is the possibility of using WordPress to really feed yourself, feed your family. For me, I have a small daughter, two-year-old daughter and a wife. And we all depend on WordPress since 2010. Wait, if you see typos on the presentation, please do not mind. I was doing this in a rush so that I can be able to present this. So let's see. This thing is not working for me. So as I said, my clients portfolio are those, the ones that I try to show, energy regulatory commission acts on East Africans and quite a number. So this presentation lasts maximum, hopefully in the next 20 minutes. I like presenting first so that please pay attention. So my presentation is a blueprint of how to develop projects for large-scale organization. I'll speak about three things. There is growth. How do you grow to start working with large organizations so that you can be able to do projects for them? I'll talk about the three P's. There's the people, there's the process and there's the performance. And then lastly, I'll talk about investment. Know your numbers. This thing is not working for me. So growth. How to identify key opportunities for large-scale projects? Most of you may wonder how these guys start working for these organizations. Some of them as a developer or as a business person or as someone who's looking to work to grow your career, you should always have that mindset of where can I get these opportunities? Where are people talking? Go to a restaurant. Go to entertainment place. Go to meetups. You'll always find there's always people sitting around. If you see three or four people sitting somewhere, at least one knows an idea of what's happening. I'll give you an example. The way I started doing the one currently doing, the one for constraints in the CDF portal. I went somewhere, then I heard there's a new law that the government has allowed before CDF will only be used for security and building schools. Only that. So they are recently allowed to out detect some portion of the fund to build portals or websites to showcase what they are doing for those constituencies. So you see now those are 297 MPs. You could imagine if you just work for 10 of them. Just 10. Don't take the numbers to 50 or just work for 10. Develop 10 websites. So immediately I contacted my local MP and went to his place. Is it true that you guys have a portal? Then obviously because they're politicians, they'll tell you, you can do this, how much you want. So your business skills will matter there. Immediately I got that one. And I'll be honest, even if you Google, how many constraints have that? It's currently a new thing. So if you're here and you're a developer, please go to your local MP or any other person that can connect you because that's a new thing. It's a new opportunity and I want that to be built on WordPress. For Energy Related Commission, how it got, I was subcontracted. And I was subcontracted because someone simply Googled. Okay, ERC had a problem with Jumla. It was the issues with security. It was being hacked. Most of the time you'll go to ERC website. Then it will lead you to a pornographic site. So someone told them, the best thing is have your website on WordPress. So the person who got the contract knows looking how will they get a developer who knows how to do this stuff in WordPress and a good developer. So when they are Googling, somehow when they Google WordPress Kenya, WordPress tutorials, if you Google my name by Patrick Motugu, the first thing that comes up is PatrickMotuguTeachPlus.com. How many of you know TeachPlus? TeachPlus is like educational site that teaches you a lot about web development. It happened that when I was hustling then, 2010 when I was by my bedside, I used to write tutorials, these things that you hear people write online. So I wrote tutorials for WordPress on TeachPlus. So because it's a big site, if you Google my name, it instantly comes up and WordPress developer instantly comes up. So that's how those guys go to know me. And that's how I ended up being a subcontractor for that. So put yourself out there. So that's how you grow into it. And again, meetups like this, I'll be very honest. I've been a developer for eight years, but this is my first WordCamp. And I really wish I'd attended the previous WordCamp because I've learned a lot. Like one of the things that I took from here was, WordPress is not just the way I was looking at it, numbers and building a business for other people. Some people are here just to learn how to use it for their personal use. So that's a big thing for me. So it's a new niche for me. So right now I'm on the lookout, who are those young clients who just want to start building something for them? How can I consult for them to be able to grow their personal website? So that's how you grow into it. Before I skip. So I hope to identify key opportunities for landscape leverage on past projects. What I made by leverage on past projects to get leads for new ones is, I'll mention a name, for example, when you go to one of my client sites, let's say axonenergy.co.k. I'll be honest. I was paid probably 350 USD. That is that 5000. It's a big organization. But then when I was being given that project, someone else told me, how can you be paid so little for such a large organization? But at that time, okay, at that time I'll be very honest, it was all about getting food for the family. It was all about that. So I didn't care. I just wanted that mail for that day. But later on, last year, we just launched the ERC this year, but it started in December. Because of that axonenergy project, which was paid 35,000 shillings, and because it's an energy company, that's how ERC saw that. Apart from this guy just not knowing WordPress, he has also built for petroleum companies. And the axonenergy for the 35,000, it really landed me other projects. Like I've worked for, there's a petroleum company in Uganda as over 30 stations called Don Uganda. Don Uganda, I've built a station for them. I've built Tosha, if you have seen ads for Tosha, if you have ever seen an ad for Tosha petroleum, that's my website. So again, leverage on past projects. Even if you do a blog for yourself or a blog for someone, that's equally an opportunity you never know. Tomorrow you might find someone who is a bit established and wants to build a personal site and will get an opportunity of it. And even if you're not into business, because I said I'll speak about numbers, even if the little knowledge that you have about WordPress, you can either develop for someone, even consultancy. Because the knowledge you have here, you can use it as a consultancy for someone else. It's not a mass that you become a developer yourself, but even consulting. Because WordPress powers, we did the numbers, 30% of the world, you could imagine how many people want to get into WordPress. Write a good proposal. For the developers, I'll just link you to because I'm not an expert on speaking good proposals, but go and look for a site called WP Elevation. It's run by somebody called Troy Dean. WP Elevation. You'll learn how to build successful businesses as a WordPress consultant. He has the best tutorials and that even, he motivates you. Out of it, I learned that. So long as I have this skill, it's not necessarily I have an office somewhere, but you don't have an office anywhere. I simply just work from one office to another, one town to another, developing sites. Okay. So I'll speak about now the next thing. The three piece is delivering a successful project. People. Now you get into this organization or you are having a website for your big organization. People. Identify key stakeholders and culture within an organization. I'm not very good at speaking. But the first time, if you allow me to speak about that ERC project, the commission has over 300 to 400 employees in that headquarters. They're in three floors. So I got in the first floor, everyone, okay, the day over there when they are meeting me, hand, okay, I did three meetings of 80 people, 80 people, 80 people. Those meetings, you remember, mind you, I'm talking the same thing to three different groups. So there you understand when people are raising questions like for example, people, like they tell you, you know here we want this website, for example, they tell you, people call about prices. People call about how do they get license. So out of it, I got to understand exactly what is it that ERC wants to achieve and how is it that WordPress is able to help them achieve that. Because the good thing about WordPress we talked about categories, posts, pages, we're able to categorize a number of things. So there and then I actually now started realizing initially I just thought I'll build something simple and it's over, but from just discussing with the people around and the key stakeholders do not mean that I don't mean that the commissioners or the directors, the receptionist. In fact, one of the people who gave me the most ideas of how to build that website and for it to be successful was the person who picks calls. The receptionist there, the first law. So that's where I understand. So that's why I'm saying if you're to deliver a successful project or if you have a company and you want to deliver a successful project for yourself, please, as an MD or as the CEO, please just take time, shut up, okay sorry, give quiet and let your employees speak because your employees right from the receptionist are the people who know what they really want. Process, process, design and development process, content first approach. Now this one is not necessarily even business. Let's say you want to start a blog. Please, think about the content that you want to put in first. Most of us and ideally you so me, what I usually initially what I used to do is if I want to start a website, I immediately rush to think of a theme. Which theme will I use? How beautiful will it look? You go to theme forest and start searching for those themes and install and install the demo one and you really want it to look like the demo. Most of the clients that approach me, some of them online tell me I want you to pick a certain theme like the seven or what and then customize it from there. But it will really help you if you're into developing to WordPress. The first thing that you're supposed to do is to come up with your content. Write it in Microsoft Word. A home about us. Write all the details. Collect your images. Out of it, do a sketch. Okay, my process is, I collect content. I do a sketch on paper. I do a sketch on computer wireframe. After that, I do a mock up on PSD. It's a long process. Then after visualized how the website will be, I go and pick a theme. I'll be honest. I don't hardcore these things. I'll not be here and say, I'm a hardcore. I'll do themes myself. No, I pick a theme. But by the time I'm picking a theme, trust you me, I already know exactly how the outcome will be. So that's the process I insist. And if you adopt a content fast approach, things will be easier for, even if it's your personal blog, think about your blog. List out categories of Microsoft Word. Microsoft Word or Notepad should be your first point before you even think of how your blog will look like. I've moved ahead of my slides. Content fast approach. So mock ups, fast iteration. What I meant by content fast approach, then mock ups, then fast iteration. Okay, if you're a developer, what I usually do, I give my clients two revisions. The first revision is after you've given me your content, after you've developed your website, I bring it to you, you review. And there I allow the client to critique. I always tell my clients, take even a week. Like for example, now for the one for the ERC because now that's the large organization you can speak about. The initial contract was build three websites. You could imagine, build three websites to a point that they're almost what we want, then we'll pick one. Now, let's think about the numbers. Even if you're being paid 500k, if you do three websites and you start doing, which I'll go to investment, which I'll talk about numbers and how I do numbers myself, is three websites, it means you're dividing your profit. And I don't know how you guys, I don't know how developers, I don't mind the way I do my profit is I count the number of hours that it will take. I divide by the rate my rate per hour but mostly here in Kenya what applies is not rate per hour but it's for me it's a rate per day because I develop websites if I'm developing a website during a day I only work for four hours in developing I take one hour for business growth and another hour for accounting just to do my invoices and look at my accounts and see where am I going. So if I take, if I know it will take me 20 days to do this website and I tell my clients I work from Monday to Friday, Saturday and Sunday I don't work. So Monday to Friday it means 20 times 5 is 100 hours 100 hours if it will take me no, it's 4 times 5 that is 20 hours in a week times 2 weeks it will take 40 hours if my rate per hour is currently my rate per hour is 35 USD I do for 40 hours times 35 I tell you now that's the cost how did I reach to that number of 35 USD 15 USD is mine 5 USD is marketing for my business the rest is profit to takula at the end of the year so know your numbers so first iteration so what I did I gave them only one iteration and they gave them two months mind you these two months are moving develop the DG the next general will give his review who will give the commissioners will come and see for a board meeting again thinking for a big organization or developing a project for a large organization you need to have the patience people think if I win a contract for let's say a county to develop a website for a county it will be so fast mostly they actually tell you this will take two months but trust me it will take more than that like the ERC one I've done it for almost we launched when June and we started December six months so if I was not sharp enough to know what my numbers were in December I would have accepted the first quote was 200G I refused I wouldn't tell you what the numbers I agreed to but I looked at the numbers so first iteration never go for those things that clients tell you do three websites then you will pick one just tell them I'll do one give me enough revisions then I'll go to the second iteration testing is usually with WordPress the other day there's a friend of mine Abdi here who wanted to just know how to install WordPress in his computer so testing with WordPress is so easy so if you know how to install you simply test and the way I usually test is the plugins that I run to test my code the windows that I block yesterday there's something key that you're talking about security briefly let me talk about security before I move to the next slide I'll tell how you handle WordPress security first of all because we are avoiding going to the integrities the first thing that I do most of the websites that I do they warp-admin I usually remove that warp-admin because all of us know if it's a WordPress website and you want to login to the user name and password what do I do I do slash WP-admin so the first security step is very simple eliminate that put a custom URL have my login or something or something you can remember WP-webmystune.com let's say Patrick then it gives me but you have to give that organization what's your daily rate and how many hours do you expect to work out of it they can now start justifying how long will this contract take so the contract was for 20 days it was for 20 days it was for development and we decided the daily rate because I was used to the hourly rate and I quickly go with that so the essence of measuring time and I was able to demonstrate the previous projects how many hours it has taken me to complete so I talked about twos that I use for project management toggle, base camp how many people know base camp base camp okay all of us understand kusueli kituoka hapa when you live here please you came forward camp yes but please go and google productivity tools what is it that I can start measuring my productivity because as youth we like complaining akuna kazi and how is it that you measure your productivity way before you even get that job productivity tools base camp is a project management tool that tells you list in your ideas this is the topic the subheadings, the to-do list so I use base camp to do my to-do list toggle I've mentioned is for time for invoices because I don't have money okay I didn't list it there because I don't have money to do big accounting software I use harvest how many of you know harvest or in other words use an excel sheet now excel sheet and that one I'm ready to even for developers you know of this site called what how many people know Nathan Nello okay Nathan Nello that should be a long charter but there's something he uses he's a freelancer he does 5 figures in the US he does 100,000 every year 100,000 USD and he's a freelance at home Nathan uses what you call a simple excel sheet but he calls it a daily accountability spreadsheet in that daily accountability spreadsheet Nathan has a simple excel sheet that tells this is the client this is when they've paid me my deposit this is when they're paying the final deposit and this is how we pay I'll share this in fact on my that's daily accountability spreadsheet I'll share Google Nino with this camp so you can go and download and start making your own have your own excel sheet if you cannot go into software your own excel sheet of how to just measure your productivity okay final thing that I think I think this is the final thing deals within the deal again as I said my presentation is really into numbers if you're a developer here now this goes to the developers be ready to share your deal online if for example the county is if people refer you to you need to know how to strike deals within a deal don't be a developer and be close minded not to be able to share things with other people or strike deals with people the only way for you to go higher you have to stand on someone's shoulder so you have to allow someone else to stand on your shoulder moving up so you need to know how to strike deals within a deal