"How To Help Clients To Quantify The Value IT Companies Deliver To Them"

Imagine you are at a car dealership looking for a new car. You ask the salesperson to give you some details on a specific make and model.

So, the salesperson starts rattling off some platitudes on the car.

• This car bloody fast


• It's bottom-achingly economical


• It's nipple-piercingly powerful


• It accelerates like greased lightning

Then some questions start bouncing inside your head?

• How fast exactly?


• How economical exactly?


• How powerful is the engine exactly?


• How fast does it accelerate from zero to 60 mph?

Trivial mish-mash for lookers, but vital data for real buyers.

You see, for some people, 60 mph is hair-blowingly fast.

For some, 40 miles per gallon is bottom-achingly economical.

For some, a two-stroked 26 horsepower engine is nipple-piercingly powerful.

For some, acceleration from 0 to 60 mph in 21 seconds feels like greased lightning.

And these people buy Trabants. The East German masterpiece. Honi's[1] revenge on the Western world. The wonder vehicle that put the East German car industry on the map.

[1] Erich Honecker, East German dictator and mass murderer between 1971 and 1989. Continue where you've left off...