Can Fast Speed of Service De-Value The Same Service?
April 7th, 2008
This is a very interesting question that came to my mind recently.
If you’re selling a high-value service and you close the contract…now, in order to want to deliver FAST to the client, you stay up all day and night and get the project done in HALF the time it was expected in.
Quality is great.
Timing was great.
No problems…
Right?
Well, then why is it that the next time the client doesn’t come running with his tail between his legs to give you his business? Hmmm…that’s interesting. What the heck just happened?
This question just came to mind the other night when going to bed - could it be that by delivering something TOO fast you’re under-valuing your work and making the client think that it was “easy” work that he/she got overcharged for?
Something to think about eh? Kind of a bit of a business mind psychology politics…
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Tags: delivery service
April 7th, 2008 at 5:20 pm
Most clients would know how much it would cost in terms of time and money to get a project done. If they don’t, its time you look for another client ;-). However, working overtime to deliver in less time is a bad business move and can’t be sustained on a long run. You should do it only when requested for and definitely at a premium.
April 7th, 2008 at 8:44 pm
Hey Manish,
I agree! But, think about it in terms of work maybe they’re NOT familiar with…
Sometimes people can get EAGER and want to do it fast and deliver to impress, but it can end up having a negative effect…
Mystery CEO
April 8th, 2008 at 4:03 am
There may be times when the client has little idea about estimates - generally the project is very small, or the client is not serious about the project or he/she is on a very tight and unrealistic budget. In any case why would you want to deliver the service in HALF the time by working overtime? Do it only when requested for and for select clients only. And then charge a premium. If you just want to take up more projects and hence are working overtime to finish them - sure do that but just don’t sign off the project before the due date.
April 8th, 2008 at 4:22 am
I agree…
I learned this lesson many times over when I was doing more consulting and even today, it applies also with “getting proposals to customers…”
Sometimes I feel like being TOO haste is a bit too desperate…just have to be haste enough
Mystery CEO
April 8th, 2008 at 12:34 pm
I’ve seen this a lot in my industry (web development + internet marketing). Timing plays a large roll in transferring value. I like the old saying “promise Friday deliver Wednesday,” but if you promise months out and are able to deliver much sooner it does look fishy to the client (even if in reality just as much work - or more - was done).
April 8th, 2008 at 12:44 pm
Hey Zach,
BINGO - that is what I was referring to. In the “starting out” days people are eager to make the client happy, so Manish - that’s why they work non-stop.
We’ve been taught to work hard and all day and night to impress people.
I was evaluating some of the interesting psychological impact that can have.
Mystery CEO