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The Value Distance

The Value Distance

Every client (buyer) knows what he or she wants, but not necessarily what is needed. You arrive at the true need by asking, “Why do you want that?” The “why” raises the level of discussion to true end results, often strategic in nature. Example:

“Why do you want a leadership retreat?”

“Because our people in key jobs aren’t sharing information and are creating silos.”

“Perhaps we need to determine why that is before trying to change them.”

The greater the distance between what’s wanted and what’s needed, the greater your value. I call this phenomenon “the value distance.”

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 2

  • Chris Law

    June 12, 2019

    It’s amazing how a method so simple as ‘The 5 Whys’ is so effective, but so little known. Why? (x5?)

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