Calculating Value: Numbers You Should Know

Los cálculos de valor se basan en una serie de constantes que todo vendedor de cara al cliente debería aprender y memorizar. He aquí algunas:

• Working Days per Year: About 238 for the average U.S. company (that’s 365 days minus weekends, holidays, two weeks of vacation, additional personal time off, sick leave, etc.). The specific numbers will vary depending on industry and region. For example, in France the number is about 216 and in Germany it is about 230. Of course, people at start-ups work about 400 days per year!

 

• Working Hours per Year: This is dependent on the number of working days per year, and the number of hours worked each day. Someone who works 238 x 8-hour days per year spends about 1900 hours laboring annually; those who have a bit more time off and work 220 x 8-hour days invest about 1760 hours in their firms each year. 1800 hours is a reasonable average, but again you should investigate the specific numbers for your prospects’ situations.

 

• Tarifas ETC: FTE es "Full Time Equivalent", es decir, equivalente a tiempo completo. completo coste de un empleado. Incluye el salario y otras retribuciones, las prestaciones y la parte de los gastos generales de la empresa que se atribuyen a ese empleado. Este último componente puede incluir el espacio de oficina, el equipo de oficina y los servicios asociados.

In simple terms this can be broken into two components: compensation and burden (or “overhead”). Knowing typical rates for both enables the kinds of calculations we’ve enjoyed (ahem) earlier in this series of posts. Burden rates generally range from about ¼ to ½ of the employee’s salary for office-based businesses but can go up much higher for industries that have more equipment or supplies required, such as in manufacturing and healthcare.

Así, una vez que conozca la remuneración media de los empleados de sus clientes potenciales y su carga típica, podrá calcular rápidamente sus tasas ETC. Por ejemplo, alguien que gana $100.000 al año y tiene una carga 1,5x tiene una tasa ETC de $150.000. ¡Simple aritmética!

Are there other numbers or “constants” you should know? Yes, most likely, and these will depend on the nature of your offerings and your prospects’ industries and locations. In the world of chemistry (my background), one can expect that a typical traditional bench chemist can complete about one experiment per working day (depending on the tipo of chemistry, of course!). You can probably find these constants for your situation in a few web searches.

 

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/