It’s Never Really About the Money

It’s common to think of “your value” as though it’s something clearly defined and universally desired by all your clients.

While your value is clearly defined, it’s done so in the mind of the client, and each client sees you bringing different value that’s entirely personal to them.

Value, like beauty, is in the eye of the beholder. It resides in the observer (the client) not the object (you or your services). When a tree falls in an observer-less forest it does not make a sound. It creates a change in air pressure. With no eardrum present, there is no sound.

Even the term “economic value” is a bit of a head fake.

Money is a store of value and a medium of exchange (of value). So it is a measure of and surrogate for value but it is not the value itself. It’s not the money, honey, it’s what the client imagines they might do with that money.

The Real Value of Money

The real value is the sense of regard (feeling) the client has for the freedom, security or possibility for which that money might be exchanged.

But, what about when the client is not a consumer or a small business owner—instead they’re a cog in a corporate machine? The money being generated isn’t theirs to keep. It’s the shareholders who get the feeling of freedom, security or possibility, right?

Yes. And…

Even in a large organization, the value of hitting a financial target will differ from manager to manager. One might see the value as keeping their job for another year. Another might see it as a fast track to a promotion. These two will have markedly different risk profiles and be open to different types of engagements, from different types of experts at different price points.

Even when it’s about the money it’s never really about the money. Use The Value Conversation to uncover what the client really wants. Find the value beyond the money.

-Blair