A consultant argues that speed matters more than scope. Deliver value fast, keep engagements short, and you lower client risk, justify higher fees, and make both sides more money.
Keep engagements short and sharp. My metric for success is time to value, and sometimes I have a friend who calls it time to magic. And the longer it takes for the customer to be realizing good value from whatever service I'm providing, the, the less successful I think it is. This also causes downward pressure on fees, right? Because the client needs to have more time, more hours pass before they actually see the value, and so they're looking to de-risk it just by reducing the actual price point. If you are able to deliver value in a shorter period of time, shorter elapsed period of time, you're going to find that you're able to command a higher fee because it's lower risk. And frankly, you had a shorter time to value, which is a better value metric for the client as well. So keep engagements short, keep them sharp, delivering high levels of value to the client. The client will in turn have a higher willingness to pay. Everybody will get more profit.
