I hear some version of this in almost every first conversation from many organizations, and I have to say it is usually not an inconsiderate question. Most of the time it comes from people who have a budget to defend and want to spend it where it matters, and that is a fair place to start. The underlying question is, with a limited budget and limited staff time, shouldn’t I spend it on something with a higher return? I would go even a step further, there are times when the question is not asked, but it is still in the air. When in order to not offend people, we do not want to have an honest conversation. But this doesn’t make the question go away, and for all practical purposes, this doesn’t have to be an uncomfortable conversation.
So let us take the question seriously, because it deserves a serious answer.
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