Clients want results not deliverables

Sent by Jonathan Stark on February 16th, 2020

Clients don’t want code or a logo or sales copy or a white paper or a landing page or headshots or any other deliverable.

They want a business result. 

Clients might ask for code (or features or a white paper or a landing page or a logo or some other deliverable) because they - for some reason, right or wrong - believe that the deliverable will lead to the result that they want.

Starting to work on a deliverable - especially on an hourly billing basis - without knowing the client’s desired result is the source of much sadness.

Understanding the client’s desired outcome before you start working opens up a world of pricing possibilities and is much more likely to lead to happiness for all involved.

Yours,

—J