Lesson 4: Added Value matters. A lot!

Every project starts with a defined scope. But added value is what separates basic deliverables from exceptional results. It’s the extra benefits, improvements, or enhancements that go beyond the initial objectives. In business terms, added value is what transforms a solution from merely adequate to genuinely impactful.

Take an IT consultancy project, for example. The main aim might be deploying new software. But in addition to this deployment, the project might yield faster processing, improved security, or enhanced data analytics. These outcomes aren’t explicitly required but offer additional benefits that boost the client’s overall efficiency, security, and decision-making.

Here are 3 key features of added value:

• secondary benefits – advantages beyond the primary deliverables, like the ones above.
• competitive edge – unique or superior benefits that set your service apart from others.
• long-term impact – improvements that have staying power and evolve over time.

Bottom line? If we’re talking software projects, nobody’s impressed by the sheer volume of code you wrote or that you met the project’s timeline and budget. Staying on schedule and budget is the expectation. The question is, what extra value did you deliver? Big clients with long-term contracts expect measurable year-over-year improvements.

The challenge often isn’t creating added value but knowing how to communicate it effectively. Let’s get practical. Here are four examples to consider. Think about each, then scroll down for ways to frame the added value.

1 A client could only release new versions quarterly due to outdated tech and processes. With your help, they’re now releasing every two weeks.

2 Your quality improvements have slashed the need for manual interventions from 200 to 20 cases.

3 By implementing monitoring, you’re now able to detect and respond to hacking or flooding attempts.

4 The new solution is visibly faster than the old one.

Take a moment, then scroll down.

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1 Release speed increased sixfold, enabling rapid adaptation to market changes.

2 Manual interventions reduced by 90%, saving hundreds of hours (equating to significant cost savings).

3 Successfully blocked x major security threats and now withstands daily intrusion attempts. If possible, reference an external security audit.

4 Processing speed up fivefold, reducing abandoned carts and boosting sales. (Note: A faster checkout flow drives sales.)

Monitoring and demonstrating added value

Track and measure added value consistently by using metrics that reflect its impact, such as release frequency, time saved, security incidents blocked, or customer satisfaction scores. Setting up regular evaluations with clients helps showcase the added value delivered and identifies new areas for improvement.

This is how to effectively pitch added value. But remember, major clients will ask upfront what added value you’ll deliver over time, which translates to measurable, year-over-year (Y2Y) savings. In a long-term contract, starting with Year 2, they’ll expect visible cost reductions, sustained or improved annually. Achieving this can come from automation, process reorganization, experience, and more.

The WORST way to note added value is to look at it at the end of the year or end of project, only. Pro tip: make added value a constant target (aka continuous improvement), not a one-time goal. Continuously look for new ways to enhance efficiency, security, and client success, so that your contributions stay relevant and valuable throughout the partnership.