- Don’t sell the skill, sell the impact and the upgrade.
- The closer to business impact, the stronger the offer: skill, task, deliverable, result, business impact.
- Three upgrades:
- Grow faster: more customers, revenue, output, capacity.
- Waste less: less wasted time, money, labor, fewer mistakes.
- Reduce risk: better information, decisions, systems, fewer expensive mistakes.
- Or remove the bottleneck: hiring, approvals, a broken process, the founder, bad handoffs, a backlog, confusion.
- Find a business that’s already moving.
Example, me
- Skill: software, design, and operations.
- Task: look at how a business runs and find where things get stuck.
- Deliverable: fix the highest value bottleneck. That might be a clearer site, an automated step, or a simpler process.
- Result: fewer dropped balls, less manual work, faster turnaround.
- Business impact: more revenue and capacity without hiring, and the owner stops being the bottleneck.