Words & Meaning (1): Value

Three. Little. Words. That trigger my gag reflex. First up...

1. Value:
"What is the value proposition?"
"Have you delivered value?"
"Have you demonstrated value?"
"We add exceptional value."
So what is this value stuff? It's not cold, hard cash, because if you replace "value" with "cash" in the above phrases they become even less meaningful than they were to begin with. Presumably it's what people will pay cold, hard cash for. And as we well know, people will pay cold, hard cash for virtually anything.

So value = virtually anything? Hmmm. Well that doesn't make much sense: "Let me show how I added virtually anything". Not going to cut it.

We must follow the lovely Dr House & remember that "Everybody Lies". Or rather they do not say what they mean (which amounts to the same thing, surely).

When someone asks you whether a certain activity is adding value, what they often mean is: "Am I going to get fired or promoted for doing this or letting you do this for me?"

If you know they are definitely going to get promoted for this activity, say: "The value proposition is clear as demonstrated by these examples of other people who got promoted for doing this". The technical term for these examples is "case studies".

If it could go either way, say: "There is value potential here, as demonstrated by these charts. Why don't we do a value pilot and measure the value-add?" A pilot is wonderful face-saving device that whilst it doesn't guarantee promotions, also protects people from getting fired.

If it will definitely get them fired, then tell them whatever you like. If they're brighter than you, they'll spot it a mile off and you'll be out of the door. If they're dumber than you, they deserve it anyway (it's a Darwinian thing).