Focus on Value not Effort Dear John,
There is a big movement in the professional development world to emphasize “the hustle” or “the grind.” This means highlighting, glorifying, and glamorizing the amount of work being put in by the practitioner. This is nothing new. Law firms, CPAs, and auto mechanics have been handing out bonuses and promotions based, at least in part, on billable hours, since the first caveman burned his fingers.
The idealization of work for work’s sake is beyond stupid.
Your focus must be on delivery of value regardless of the effort required to create it.
As a professional, you are constantly bettering yourself. Your skills and knowledge improve with experience. This makes you more valuable because you can diagnose with greater speed and accuracy and achieve the best possible outcome for your client with minimal pain and suffering.
Using the time and effort you’ve invested as a measure of success highlights only that you’ve put in that time.
My son is a 10-year old martial arts student. He runs 2-3 miles each day before school. He studies technique with a master instructor 3 days per week. He spars with other students at his level (or above) 4 days per week. He works hard. But his success is measured by how he performs in a tournament or the results of his next belt test.
Now, if Nick (my son), decided that he was practicing martial arts solely for the physical, psychological, and emotional benefits, the value created would be measured differently. But in his case, those benefits are a byproduct. (Even though those are the reasons his mother and I find this endeavor valuable).
You need to adjust your success metrics based upon the perception of value creation for the client.
Few clients care how hard you work. Few care about your struggle, your late nights, or your “grind.”
Nobody glorifies the labor pain, but they fawn over the baby.
Value creation is the key to success – not hours worked.
Fair? No.
Accurate? Yes.
Until you can articulate, demonstrate, and promote value, you are foolishly stuck highlighting “the hustle” and “the grind.”
Want more ideas for incorporating value creation through relationship development into your business or professional practice?
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Have a great week.
Dave Lorenzo
888.444.5150 | 