Recently the ASI, Buffalo affiliate completed a very successful signage project at Buffalo State College. The project won the Best of ASI Award. Andy Bernatovicz of ASI, Buffalo conducted a webinar about the project and attributed much of the success of the project and indeed all projects to the key attribute of values.

Andy drew inspiration from a book entitled “The Go-Giver” by Bob Burg and John David Mann. Andy quoted three sentences from the book, namely:

1. “Your true worth is determined by how much you give in value than you take in payment”
2. “Your income is determined by how many people you serve and how well you serve them”
3. “Your influence is determined by how abundantly you place other people’s interest first”

But it was really the first quote that referred to value that inspired Andy the most. He feels that there are many go-getters but not so many go-givers and it is the go-giver that is more likely to succeed. Following on with his impression of value, he identified four key values that he believes are the cornerstones to securing a successful result in a project. These four values are:

1. Your own values.
2. Your value to your customer.
3. Your value to your own organization.
4. Business value.

Your Values

You have to ask your values are. What do you stand for? Andy identified the rocks that he stands on as:

• Honesty and integrity
• Openness
• Patience
• Being engaged

If he ends the day checking off each of the core values he feels that he has accomplished his goals for the day.

Your Value to the Customer

You have to ask yourself how many of your customers would fight to the end to have you as their partner. To succeed in having your clients fight for you have to bring them so much value. You have to go the extra mile for them. Sometimes its little things that make a big difference – just providing extra service, providing extra samples and consistency. It’s those little things that engender a sense of trust in your client. This sense of trust is what will encourage your client to allow you to continue engaging with them.

Your Value to Your Organization

There are some questions you have to ask yourself in order to determine your value to your organization. How easy are you to work with? Do you provide good information to your colleagues? Are you good at communicating with other people in your organization? Do you set a good example with regard to your work ethic?

Business Value

The keys to business value are:

• Long Term Relationships.
• Making a connection – face-to-face, eye-to-eye. E-mail loses the personal connection.
• Be Kind.
• Add Value.
• Be Timely.
• Anticipate!!

Selwyn Josset 2016