We win the moment at the cost of the decade

When I am approached and asked if I can help a leader, group of leaders or a business, often the right first step is to undertake an initial project for them to help them bring clarity to their vision and alignment around it. Once we have that initial project completed and they are ready for “what’s next”, we can then together look at that and, having already worked together on that project, whether or not we are a fit to work together for the longer term.

Now, these short-term projects are ones that I can, through experience, deliver relatively quickly and by asking the right questions of the right people in the right way. They always deliver value and I charge based on the value they will receive, as well as in honouring my own value and my focus on only working with a limited number of clients at any time.Put another way, I charge a healthy fee for these projects when I choose to undertake them. Now, when clients hear that fee, they will react in one of three ways.

• First, they may simply say “yes, we need this, let’s go”.
• Alternatively, they may say “that feels expensive, but I know it is worth it for us at this stage. We have a few questions, so let’s look at them before we proceed”.
• Third, people may balk at the price and say “I didn’t think it would cost that much”.