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Forget Being Effective, Be Efficacious

2/22/2011 at 9:10 am by
This is spinal tap

Most of you, I am sure, are familiar with the scene in the classic movie Spinal Tap, in which Christopher Guest as Nigel Tufnel utters the immortal words, “These go to 11” about his beloved Marshall Amp.

“It’s one louder,” he intones.

As foolish as Nigel appears, he is making an important philosophical point. He is seeking the maximum total benefit from his amp and for his fans in the audience. In short, he is striving to be efficacious. This desire, to seek the maximum total benefit for a customer, supersedes in my view our desire to be effective – seeking to produce a benefit or result for a customer.

The problem is that if you are focusing on just being effective (seeking a benefit/result), there could be a perception on the part of a customer and temptation on the part of a consultant to see fixed price agreements as a way to maximize your profit and not on your customer’s profit. Focusing on efficacy (seeking maximum total benefit) removes this perception and temptation.

As an aside to those of you still mired in the efficiency v. effectiveness debate: you are now behind by two generations in thinking!

I am sure that there are those of you who believe I am taking this debate of semantics to the nth degree. I am, but I am just being efficacious.

How is your product/service/knowledge efficacious?

photo: Pedro Guaro

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About the Author

Ed Kless is the senior director of partner development and strategy at Sage North America. He developed and delivers the curriculum for the Sage Consulting Academy, a 5-day course designed to educate Sage partners on the art and practice of small business consulting. He also facilitates the Sage Leadership Academy, a year-long program designed to assist Sage partners develop a continuous process of improvement in their organizations and serves as liaison to the Sage Leadership Academy Alumni Association.

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