Defining Value in Consulting
In consulting, all help must be defined by value—not value to the consultant, but value to the client.
Value is what people are willing to pay for. The key to understanding value lies in listening carefully to the client’s own perception of the problem. How are they framing the issue? What do they believe the implications are for their business? How do they frame a future where the problem has been solved?
Understanding their answers is the first step toward co-creating meaningful, high-impact solutions.
Starting Questions
These questions are designed to open a genuine, value-based conversation with your client:
🔍 Understanding the Problem
- Tell me more about your understanding of this problem.
- What are the implications of this problem for your business?
- What are your employees telling you about this issue?
- If I joined your organisation tomorrow, would I notice this problem?
- Has this issue surfaced before? If so, what was different then?
- Who else in the organisation is most affected by this problem?
- Is there anything else I need to know about this challenge?
💡 Previous Actions and Current State
- What actions have you already taken to address it?
- What external help have you sought previously?
- What kind of support do you think you’d need moving forward?
🎯 Impact and Urgency
- What would success look like if this problem were resolved?
- How is this problem affecting your bottom line, culture, or reputation?
- On a scale of 1–10, how urgent is this issue to solve? Why now?
- What’s the cost of doing nothing?
🧭 Organisational Context
- What other initiatives might be competing for attention or resources?
- Are there any internal politics or sensitivities I should be aware of?
- What does leadership think about this issue? Are they aligned?
🤝 Co-Creation and Commitment
- How involved do you want to be in developing the solution?
- What concerns do you have about bringing in external help?
- What would help you build your internal capacity to address problems like this in the future?
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