Worth points, or how we add value to our clients

November 23, 2009

Many years ago General Electric acquired the small firm that I worked for, and my job changed from being a a senior figure in this firm to a mid-level manager within one of GE’s companies.  This was not my dream job, and when GE had a “reduction in force” I was delighted to be able to leave it with a very desirable packet of benefits.  The one I thought I didn’t need was the job counseling — but it turned out to be one of the most valuable benefits I received.

“Don’t just write a resume of positions you’ve held”, the counselor told us.  “Think of all the times you’ve added value to your company, or to a client, and write each of these up as a ‘worth point”.  Your resume should be a set of these worth points, and you can save others for use in particular job interviews.”  The format of a “worth point” was very specific:

  1. In my job, I noticed a need / opportunity.
  2. Responding to that, I took initiative — with very specific action
  3. My company / organization experience some direct benefit from my effort.

For example:

  1. We wrote custom specifications for each of our clients.  I noticed that many elements of each spec were common.
  2. So, I designed a generic specification form, that would make it much easier to re-use specifications pages from one document in another (that was for a different client).
  3. As a result, the time to prepare each spec was reduced by xx%, typically a saving of $yyy.

I ended up working for myself as a consultant, and never again seeking a full time job, but this advice in building my resume was still very helpful.  I learned to think of what I was doing as adding value, rather than just performing tasks.  And when telling prospects about how I can help them, my story is not about thingss I can do, but about how my work will add value.

Indeed, clients hire me to add value to their organization, and not just to provide a product, perform a service, train somebody in a skill.

When asked to help clients in marketing strategy, this idea informs the question that I always ask them:  How will you add value to your clients?

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: