What is value? Some might say it’s all monetary, while others would say it’s what they can get out of something.
But let’s talk about value when it comes to your clients’ needs. It is what you deliver and what they get from you as the supplier.
So what should you be focusing on when delivering to your clients?
A lot of companies link value to how much an item or service is worth to someone and as this is technically true I would like to add to this and say that it’s actually much more. If you can add additional benefit to your client in any way that does not cost them more money over and above what they have bought from you, that’s the real value!
If you can save your client time in any way or form, that’s value! If you have knowledge that you can share that will assist your client, that is VALUE! And the list goes on and on, so when we break it down, when you are engaging with your clients do you add any additional value?
For instance, when you are delivering services or products do you just do the bare minimum or are you prepared to add something extra in the mix, is it all about the bottom line for you or the ultimate success of your client?
I will wager that if you add more value as part of your service offering to your clients, you will see an increase in bottom line in any case, and you will have better customer retention to boot. All this is possible by just adding, yes you know it, VALUE!
Let’s look a level deeper into an organisation: If you are part of the delivery team of your company, how much value do you add? Do you schedule meetings with your stakeholders without having a clear agenda? Do you have clearly defined deliverables that form part of a bigger plan or schedule that is easily traceable by your client? Do you deliver solutions blindly or do you question if the solution you are delivering will help your client in a positive way?
What about if you are an employee? Do you add value to your employer, or are you just coming to work to get your salary at the end of each month? Do you go the extra mile when required or do you do just enough and nothing more? Do you think this behaviour adds value? Or are you coming to work to change your environment in a positive way, looking for ways to improve your own and your team’s productivity. Do you live your company values and try each day to deliver more than what is just expected of you?
For delivery teams and employees I say add the value daily to your customers and employers and see the difference you will not just make, but receive as well. For people who add value there is only one direction and that is upwards, people who add value seldom stay at the bottom of the corporate ladder and will find themselves at the helm of an organisation in no time and hopefully they will not have forgotten this simple question.
How much value do you really add?
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