Mel,
Is your revenue tied to results or to hours worked?
Most business owners say “results” without hesitating. It's almost a reflex.
But I’m not asking how you invoice.
Here's the test: what is a result, exactly?
A result means fewer steps between the client and what they actually want.
Not a deliverable.
Not a report.
Not a recommendation they then have to go execute.
Fewer steps to the outcome.
When you look at your business that way, the "results vs. hours" question gets thornier.
Plenty of businesses that price by the project are still fundamentally selling procedures.
The client still has to do most of the work.
The consultant still hands over a prescription and hopes the staff doesn't screw it up.
That model has worked reasonably well for a long time.
But the definition of "fewer steps" to result has fundamentally shifted.
It’s not a matter of eliminating 5 to 10% of the steps, it probably means radically altering the entire delivery system and eliminating 90%.
That's what we're digging into on June 25th. 12pm Eastern.
