The Value Equation, Part 2

Value can’t be observed on a binary “did it work” or “did it fail” spectrum.

There’s another, related question: how much did it work or fail?

For some, working may mean “a measurable improvement over the current condition.”

For others, working may mean “an improvement of at least 100%.”

The two scenarios couldn’t be more different.

When considering the value you bring to your clients, consider also the magnitude of the improvement you can bring over their current situation. The greater the magnitude, the greater the value you bring.