Annualize Your Value Statements!

How is 1 day per week worth 2 FTEs?

Cuando comunicamos valor, tenemos que presentar las cifras más grandes razonables. Una forma sencilla de hacerlo es anualizar nuestros cálculos.

Digamos que durante una conversación de descubrimiento, nos enteramos de que nuestro cliente potencial puede ahorrar un día a la semana si implanta nuestro software. Podríamos dejarlo así, ¡pero no es muy convincente!

On the other hand, if we annualize our finding, it amounts to about fifty days per year. That’s much more interesting: That’s nearly a quarter of an FTE (Full Time Equivalent)!

Pero espera: El prospecto simplemente estaba describiendo un individual on a team, and it turns out that there are diez people all suffering the same issue. On a weekly basis this amounts to saving ten days for the team. Annualizing the calculation, we find that our prospect can recover 500 days annually. That’s a lote more! (Flick your wand and say, “Engorgio!”)

We glance at our prospect, a middle manager, and realize that they can’t really visualize what 500 days saved can mean. We say, “500 days – that’s a bit over two FTEs, so that’s like freeing up two members of your team to focus on other, more valuable activities.” Our prospect immediately “gets it” and starts thinking about other neglected tasks that could be addressed.

Annualize your value statements!

For more, see “Let’s Talk About Value” starting on page 156 in Hacer descubrimientos:

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/