April 24, 2024

Numbers are the language of business

If you can’t tell me how you’re going to improve a number I care about...

...I can’t tell you a number of dollars I’m willing to pay for your assistance.

This is the reason The Why Conversation is so important.

It’s a framework for uncovering the underlying number (i.e., business metric) that your prospective client is hoping you will help them improve.

Once you know what number the client hopes to improve and by how much, pricing becomes a fairly simple matter.

If you DON’T know what needle the client wants to move, you’re forced to deploy an endless series of best practices in hopes of doing something (ANYTHING!) to make them happy.

This contributes to scope creep and low client satisfaction.

It’s like shooting hoops with a blindfold on.