Perspectives

The Power of the 10x Rule: How to Deliver Exceptional Client Value

September 25th, 2024

The best Managing Director I used to work with at BCG had this “10x” rule to set himself apart. Here’s how it worked:

In every problem-solving session, he would make it EXTRA clear:

Our recommendations must deliver at a MIN 10x our cost in value.

If the client paid $1M, we must deliver $10M of value.
If the client paid $5M, we must deliver $50M of value.
If the client paid $10M, we must deliver $100M of value.

If we aren’t at the 10X, scratch everything and start again. We don’t go home until we figure it out.

This forced my colleagues and I to do three things:

1. Genuinely understand the client’s problem
2. Challenge any norms and assumptions
3. Open our minds to new, innovative ideas

The impact of obsessing with an audacious 10x value goal is that it removes the noise.

It removes ideas that are tactical and incremental in value

It helps you find the strategic jumps that will truly move the needle 10X.

And that was exactly the point. Of course clients were happy to pay $10M if they knew it was going to unlock at a min of $100M value.

It taught us Consultative Selling (which I strongly advocate for). Work WITH the customer to solve their problems, and you will be compensated accordingly.

TLDR: Sales gets much simpler when you drive outsized value for the customer.

Erbil Yaman

Founder & CEO @ teamble