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Outcomes You’ll Pay For

The Good News

Outcomes of processes are the only things worth paying for.

No matter what your role at work, you are paid for producing outcomes from processes. The people who get paid the most, produce the highest value outcomes. The people who get paid the least, produce the least valuable outcomes.

Producing outcomes is also valued—and thus rewarded—in ways that have nothing to do with money: Prestige, status, attention, awareness, these are all rewards that are tied to specifically produced outcomes that an audience, and organization, or an individual, value.

The most excellent move that a person who is a freelancer, a consultant, or an entrepreneur can make, is to raise the price of an outcome to reflect continued, growing value. Not because it costs them more to generate that outcome—in actuality, the production costs are sunk and meaningless after a certain point—but because the value of that outcome becomes more desirable to the market that individual provider serves.

We attach all kinds of subjective meaning to outcomes and since they are really the only things that we value, failure and success, while remaining subjective, become more and more acute and infinite. But only if the person or organization producing the valuable outcome is willing to let go of their attachment to the success or failure of a particular outcome.

Thomas Edison and Michael Jordan both “got” this distinction. But if you’re still wrapped up in the mindset of a particular granular success or failure outcome, then you’ve missed that larger lesson.

There are three big tips to come out of this line of thinking that will serve anybody well as they move forward:

Focus on the process, highly value the outcome, and price the outcome against the market accordingly.

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