Value is a funny thing.
Let’s look at my assistant as an example. Let’s say I pay her an average of $1k/month.
But in that time, she does days of cumulative work I no longer have to do.
Did she create a more profitable outcome by her doing those tasks vs. me? Not directly.
On the one hand, the work does not directly generate more money than if I did the work myself. But by her doing it instead of me, my time is freed up to work on other areas of my business.
And my time is worth a lot more than hers.
It’s easy to get hung up on creating profitable financial outcomes for our clients—which, to be clear, is our primary job. But sometimes, value is created in other indirect ways.
It’s part of why fractional CMO/managed advisory work is so valuable. The value is still created in part by freeing up your client to work on other things. Or by saving them from having to hire a full-time person for the role instead.
Other times, your value comes from helping your clients avoid costly mistakes. Or by giving them clarity on a direction sooner—saving time and wasted energy heading in the wrong direction.
If you’re only looking at the immediate number of new leads or customers you generate, you might be missing a much bigger value calculation.