When Less is More

A business consultant was negotiating rates for a workshop. Instead of his standard 4-hour workshop (at $10,000), the CEO asked the consultant to cut the workshop down to 2 hours to accommodate the busy schedule of his executive team.

"Sure," the consultant replied. "But the fee will be $20,000 instead."

Conventional thinking would say the workshop that is half the time should cost half as much.

But in reality, the shorter workshop was more valuable to the buyer.

The CEO wasn't paying the consultant by the hour. He was paying for the value of the results he delivered.

When you are booking a flight somewhere, the cheapest option typically involves a layover (or two) and multiple planes.

Conventional thinking would say that flying on three different planes should cost more than flying on just one...but that's not the case.

The shorter, direct flight is more valuable to you, so it costs more.

Are there areas of your business or life where, instead of doing more, you could create more value?