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Yes, But Why?

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.

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.

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