To be honest, some people never learn what is truly valuable. For example, sometimes it's worth it to spend a few cents more to buy some additional security. At other times the truly valuable thing is quick delivery. The key here is that we've been misusing time as a proxy for value in all cases when we really should be identifying what's valuable on a case by case basis.

- Mary

In fairness, some people never learn what is truly valuable. Sometimes it's worth it to spend a few cents more to buy some additional security. At other times the truly valuable thing is quick delivery. The key here is that we've been misusing time as a proxy for value in all cases when we really should be identifying what's valuable on a case by case basis.

- Mary

Knowledge management, sharing and increased productivity are not compatible with billable hours; if you do something in half the time, you get half the pay.

However, focusing on value is a totally different matter, and clients should appreciate a focus on value as this gives incentive to become more efficient (which should give the clients more value for less money).

I still find the concept of value hard to explain to many people – unfortunately too many focus on price and cost instead of looking at value….