Value-Based Fees: How to Charge—and Get—What You're Worth: A Guide for Consultants, Second Edition

Appendix B. Questions for Establishing Business Objectives

• Ideally, how would conditions improve as a result of this project?

• Ideally, what would you like to accomplish?

• What would be the difference in the organization if you were successful?

• How would the customer be better served?

• How would your boss recognize the improvement?

• How would employees notice the difference?

• What precise aspects are most troubling to you? (What keeps you up at night?)

• If you had to set priorities now, what three things must be accomplished?

• What is the impact you seek on return on investment/equity/sales/assets?

• What is the impact you seek on shareholder value?

• What is the market share/profitability/productivity improvement expected?

• How will you be evaluated in terms of the results of this project?