The Song of Significance, by Seth Godin 🌔
How to do project work that matters, with people who care.
Very few #SalesforcePartners understand this.
They are not unkind on purpose… they kinda just became that way ‘organically’.
The Professional Services that bills by the hour or by the day or week, reduces a human being into a unit of resource.
And that’s the crux of it.
That’s the heart of being unkind.
When we do the emotional labour by honing our craft to deliver art (and I have seen this in the projects that my team has delivered) – we bring something amazing into the world.
We start by treating people as humans, not as resources. 🙅🏻♀️
We start by saying to the client:
“Here. We can do this for you better than anyone else.
“Yes we cost more, but we will deliver value which will exceed what you have paid for it.
“You will know that we have built it with care, because doing great work matters deeply to us.
“And when you see the finished product and how it has changed the lives of your end-users and your organisation for the better, you will know why we are the best at what we do.” 🌹
Billing on a Time and Materials (T&M) basis does not lend itself to this way of thinking, as the team will worry about how long they are spending, as opposed to innovating or being creative in the problem solving approach.
I believe that offering a Fixed Price (or Flat Fee) for the completed delivery is the way forward.
This depends on understanding the business, process and technology landscape – and doing what’s commonly called a discovery, a blueprint, or a scoping exercise.
Do this, and you’ll find that great talent will flock to you, as will your ideal customers. 💞
I’m working with a few partners who share this belief, and I can see the amazing things that are happening for them.
#ChallengeTheStatusQuo
You’ll be surprised by what you find.
What do you think?
#OnThePeiroll
