A few years ago, I completed a project in half the time I had budgeted my client. He said to me, half-jokingly, half-seriously, "Well, I guess you'll pay me back half the money for taking less time, won't you? My answer was quick and clear: "I was thinking of charging you double because I finished in half the time".

That project went very well because both parties could come to certain conclusions early and resolve them quickly once diagnosed. The result was that the client started implementing the new growth strategy early, and the benefits of the new approach came early. To this day, he is one of my longest-standing clients, and there is no prospect of him ceasing to be one if we continue to get good results.

As we said at the beginning: everyone can meet a deadline, but only a few can beat it. And that, surpassing it, is what creates clients forever.

© Oriol López Villena 2022

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