Yes, But Why?
When a client’s objectives are completely “internal” ask the question “Why?” to find out the business improvement (“external”).
Example: The client says, “We want to improve communication among our teams.” Well, you can improve communication among teams until the cows come home without any improvement in the business. But if you ask “Why?” that’s important, you’re likel \y to hear, “Because we make duplicate efforts with the client right now which means we’re spending far more than we have to for simple request fulfillment.”
Okay. How much is that worth if we eliminate it? That’s the true objective in terms of business improvement and that can be monetized to represent an ROI on your fee. Simple as that.