Value proposition. How I hate that term. The reaction unfortunately is visceral. It brings back memories of a time when I was heading a global practice area and made frequent trips to our New Jersey office.
I don’t know what they put in the kool-aid in that office, but everyone was the same. I always got the feeling that they were on the edge of their chair, pushing forward, always pressing their idea as if the intensity of their effort would mow down any objections that dared rear their head.
I’d come out of a different culture, one which valued dissent. We taught, even encouraged diversity of opinion believing, as my friend Craig Hubley articulated so well, “every unanimous opinion is wrong”.
But that world ended and I found myself part of a new company with a different culture. Objections were not highly prized in this culture. You weren’t “on the team”. I learned that the hard way. Continue reading