Are You A Tiger Or Tabby?: 3 Tips For Claiming The Rightful Value Of Your Work

The trouble with a lot of service providers is that they honestly don't know the results of what they helped to produce. This hurts them when prospects demand dollar-and-cents, facts-based results to make an educated choice on whom they should hire.

That's especially true for management consultants and others whose product is their knowledge, judgment, and opinion. Ask most of them about results, and they'll sound timid, even evasive.

Some will answer with feeble generalities ("HR told me their staff seemed happier."). Others will tell you that their part of a project is over long before any conclusive result appears. Still others will say that they only give counsel, it's the client who implements, and therefore it's the client who generates the results.