Creating Immediate Value
“What’s the most useful thing I could do for you right now?”
This simple question changed everything about how I approach transformation.
When being right isn’t enough
Early in my career, I arrived at a struggling financial services firm armed with frameworks, methodologies, and absolute certainty about what they needed.
The plan was bulletproof. The analysis was comprehensive. The recommendations were technically perfect.
And it failed spectacularly.
Despite strong leadership support, the transformation stalled within weeks. Resistance grew, progress stagnated, and value remained unrealised.
I was devastated, but this failure taught me something profound: being right isn’t enough. Being useful and listening to a customer are often what truly matters.
The shift that changed everything
Fast forward several years. An insurance client was facing similar challenges, declining performance, disengaged teams, and a transformation roadmap that looked perfect on paper but wasn’t gaining traction.
Instead of leading with my solution, I started with that simple question: “What’s the most useful thing I could do for you right now?”
Not next quarter. Not according to best practices. Right now.
The answers surprised me:
- “We’ve worked with other consultants before, but this is the first time it felt like a true partnership. You helped us make sense of the noise, and your recommendations were practical, not just theoretical.”
- “The impact came not just from your expertise, but from how engaged and responsive you were throughout. You heard our concerns, adapted quickly, and helped us make decisions that worked for our culture.”
- “I appreciated how much effort you put into listening first. It made your advice feel tailored to us, not generic. We wouldn’t have reached this point without that.”
- “Your approach made us feel heard, and that trust led to a solution that has actually stuck. You made the complex simple, and the process collaborative.”
That shift from being right to being useful transformed the outcome completely. Within 30 days, we had visible momentum. Within 90 days, we had measurable results. The ‘road’ to success was now clear and had the commitment of the people across the organisation.
The usefulness spectrum
This experience led me to develop what I now call the “Usefulness Spectrum”, a practical framework for evaluating any transformation initiative:
Level 1: Theoretically sound – Looks great in a PowerPoint, but creates no immediate value.
Level 2: Eventually valuable – Will create value… someday… if everyone stays the course.
Level 3: Immediately useful – Creates tangible value for real people in real time.
Level 4: Exponentially valuable – Creates immediate value that compounds over time.
I’ve discovered that transformation initiatives that start at Level 3 or 4 gain momentum almost automatically. People support what creates immediate value in their world.
The 10x transformation accelerator
Throughout my career, I’ve uncovered a profound shared belief: transformation accelerates exponentially when you focus on immediate usefulness.
This belief forms the foundation of our RAFT methodology (Results, Actions, Feelings, Thoughts), which helps organisations:
- Identify what would be immediately useful to key stakeholders
- Create rapid-value initiatives that build momentum
- Link immediate wins to long-term transformation
- Measure usefulness as rigorously as financial returns
The results? Transformation that pays for itself through immediate value creation.
Your transformation opportunity
Look at your current transformation initiatives through the Usefulness Spectrum:
- How many are stuck at Level 1 or 2?
- What would it take to move them to Level 3 or 4?
- Who is experiencing immediate value from your transformation efforts?
Often, the difference between stalled and successful transformation isn’t more analysis or better plans; it’s a laser focus on creating immediate value for real people.
Ready to create immediate value?
I’m offering a limited number of complimentary 15-minute “Usefulness Assessments” this month.
During this focused session, we’ll:
- Evaluate your current transformation initiatives on the Usefulness Spectrum
- Identify opportunities to create immediate value
- Outline one specific action to accelerate your transformation
No obligation, no sales pitch. Just practical insights you can apply immediately.
To being immediately useful,
Craig
P.S. The most successful transformations I’ve led share one common factor: they created immediate value for real people. If your transformation initiatives aren’t doing that, we should talk.
