'Added value' - it's a phrase we hear all the time, isn't it? And almost always, when consultants talk about it, they're thinking about their pricing or their Unique Sales Proposition. Then they can't differentiate their services from others and revert to charging a day rate ...
Rethinking added value, Beyond more clients, True worth lies within
But if that's the full story, we're missing a much richer picture.In this blog post, I want to explore two sides of added value: the value you create for your clients and the value you create for yourself as a consultant. When these align, everything changes - your business grows, your impact deepens, and your work feels truly purposeful.
Value for Clients:
Let's start with the obvious place - your clients. But even here, added value goes beyond just delivering a service or winning new contracts. Think about this:
Spot the warning signs before problems take hold- Clients often hire us because they're stuck or facing challenges they can't see clearly. Part of your value is helping them identify pitfalls — the things that could quietly derail success — before they even become visible. It's about being proactive, not just reactive.
Equip clients with tools and processes they can reuse- The work we do should outlast the engagement. Whether it's a framework, a template, or a simple workflow, reusable solutions deliver long-term efficiency and cost savings for your clients. They don't just pay for your time; they invest in something that multiplies over time.
Strengthen their reputation and credibility- If your work helps clients shine in their niche, that's a huge value-add. It could be marketing collateral, case studies, or positioning that elevates their profile. Your contribution becomes part of their story, and that's powerful.
Offer opportunities to showcase their expertise- Sometimes, added value is simply giving your clients a platform — a chance to speak, present, or demonstrate leadership in their space. By doing this, you amplify their influence and position them as thought leaders.
At its core, value for clients isn't just about solving today's problem - it's about equipping them for tomorrow, elevating their reputation, and making their success sustainable.
Value for you, the Consultant:
Now, let's flip the lens. What about you? An independent consultant running your own business? Added value isn't just about delivering for others; it's about strengthening the foundation that lets you thrive.
Build models that work for you- Don't just sell hours, design business models that reflect your unique strengths. Subscriptions, retainers, diagnostics, or partnerships - whatever lets you control your time, income, and impact - is a form of self-created value.
Create assets you can reuse- Just like your clients, your time is precious. Turn your knowledge into frameworks, templates, or digital resources. The more you can reuse, the more you scale, and the less you trade hours for dollars.
Strengthen your reputation in your niche- Your credibility is your currency. Invest in case studies, testimonials, and thought leadership that highlight your strengths. This doesn't just attract more clients — it attracts the right clients.
Give yourself platforms to showcase expertise- Speaking, writing, or hosting webinars isn't vanity — it's value creation. Each appearance extends your influence, opens doors, and reinforces your position as an expert in your field.
Align with your purpose- Finally, remember why you started your consulting business in the first place. Purpose isn't just inspirational; it's strategic. It shapes decisions, guides priorities, and keeps you grounded when challenges arise.
So, how do these two perspectives connect? Well, when you consciously add value for your clients and for yourself, it creates a virtuous cycle. Clients get better results, they trust you more, and your business becomes more sustainable.
You stop chasing clients endlessly and start building a reputation, a system, and a practice that works for you. Added value isn't more work. It's smarter work. It's about impact that lasts, influence that multiplies, and purpose that guides every decision.
So, the next time someone asks you what your added value is, don't default to "more clients". Instead, think:
How am I equipping my clients for long-term success?
How am I building my own business to be stronger, smarter, and more sustainable?
Answer those two questions, and you'll discover a deeper, richer, and more fulfilling definition of value; one that keeps clients coming back and makes your own work more rewarding.
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