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Figuring Out the Real Value of a Compliance Project

How do you measure the value of a compliance service that you received…or provided?
A story recently came my way in which a business owner received professional services required to help his business be in compliance with federal and state laws.
Specialty knowledge was required to accurately complete the right forms.
He engaged the services of an expert who got the job done…but didn’t want to pay the invoice in full because it just didn’t seem worth the price tag.
As a buyer, have you ever felt like that?
As a service provider, has that ever happened to you?
Let’s hone in on why the business owner did not perceive value for the service. In this case, it was because there just weren’t that many documents produced.
I can’t blame the business owner for using what he knows – and a quantitative metric, at that – in order to assess value.
However, this needs to be a lesson for all of us, those who engage the services of others and those who provide services.
Notice what metric you’re using to assess value. And use the right metric.
“Number of pages produced” is an inaccurate and unhelpful metric.
Ask yourself:
* What isn’t possible without said documents
* Comparable pricing with other service providers for the same level of speed, accuracy, and other factors in the relationship
* Opportunity cost of his time if he were to do this himself
* Length of time that it takes anyone to be able to build the expertise to handle this
* Making sure the RIGHT documents get prepared
* The fallout from the documents being prepared incorrectly or late
The Emancipation Proclamation is only 5 pages long.
The Declaration of Independence is only 1 page long.
But “number of pages” is what he knows to use as a measurement of value in the face of nothing better.
Service providers: Teach your clients how to measure value, and you’ll empower them for life. And thereby get them present to the amazing value they have access to by working with you.
Business leaders: Beware of illusion of value that comes when you measure something that is NOT correlated with actual value. Get clear with yourself and with your service provider about the real indicators of value before your engagement begins, and you’ll both be delighted and better off after your project is complete.
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