Renumeration, compensation, denaro, “getting paid” is very well and good. Every capitalist gets that. In fact, try doing without it. It’s not attractive or desirous. When it comes to consulting, many believe it’s about what it costs. But, really, it’s about something so much more important.
At the end of the day, it must be about delivering tangible client value. To be clear that’s not value defined by the consultant. That’s not worth a thing. Value defined by the client, the true beneficiary of the consultant’s work, is the yardstick that must be the final and true measure. When at Trestle Point we help a client reach an objective of great value to her and her organization that is what we call “getting it right”.
So, when we ask question after question about objectives, value and metrics, we’re not bad listeners or trying to be difficult. If the value can’t be firmly identified before we start, there’s only luck to count on to get it right. Frankly that’s not good enough and typically it doesn’t work out all that well. Not for us and certainly not for our clients. “Starting with the end in mind” (Steven Covey) is more than a catchy phrase. It’s essential to “getting it right”.