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December 13, 2008

They might not realize we helped them

One of my mentors once said to me that consulting was a great profession to get into.

We meet companies that are in trouble. We help them out, and get paid well for doing so. And when we leave them they are better off because they met us, even if they don’t realize it.

Even if they don’t realize it…his words ring in my ears even today. (15 years later) Why don’t they realize it?

Because we didn’t tell them, we didn’t sell value we sold a service. (Or we told it to the wrong person)

We didn’t tell them about the value achieved; instead we focused on deliverables.

They never acknowledged the value in the first place, we prepared the reports.

We sold them time based units, and they counted them.

In short, we don’t focus on value we focus on work and they treat us in exactly the way we have taught them to treat us. It’s up to you.

Will this client remember your work as incredible value that changed everything, or as a project that “somebody” delivered?