3
Know Your Value, Not Just Your Work 3:39 Jackson: Okay, so you're talking about this idea of knowing your value versus just knowing your work. Can you break that down for me? Because I feel like I definitely fall into that second category.
3:50 Miles: Absolutely. So think about it this way—when you're preparing for a client meeting, what do you typically focus on?
3:57 Jackson: Usually the technical details, the deliverables, maybe some charts or data points. You know, the actual work we've done.
4:05 Miles: Right, and that's important, but it's only half the equation. What you're missing is the "so what" factor. There's actually this formula I came across for identifying your unique value, and it goes beyond just listing accomplishments.
4:19 Jackson: A formula? That sounds pretty systematic.
4:22 Miles: It is, and that's what makes it so powerful. The formula is essentially: Specific Action + Quantifiable Result + Business Impact. But here's the key—you have to be able to articulate this from the client's perspective, not your own.
4:38 Jackson: Can you give me an example of how that would work?
4:40 Miles: Sure. So instead of saying "I redesigned the user interface," you'd say "I redesigned the user interface, which reduced customer support tickets by 40% and saved the company approximately $200,000 in support costs annually." See the difference?
4:55 Jackson: Oh wow, yeah. The first one is just... what you did. The second one is why it matters to them.
2:56 Miles: Exactly! And here's what's really interesting—when you frame your work this way, it naturally changes how you carry yourself. You're not just reporting on tasks completed; you're presenting solutions and outcomes. That shift in mindset shows up in your body language, your voice, everything.
5:21 Jackson: That makes sense. If I truly believe that what I've done has created real value, I'm going to feel more confident talking about it.
5:28 Miles: And there's actually some neuroscience behind this. When we focus on our impact rather than just our activities, it activates different parts of the brain—the areas associated with purpose and meaning rather than just task completion. That internal shift translates to external confidence.
5:45 Jackson: So it's not fake-it-till-you-make-it. It's more like... reframe-it-till-you-own-it?
5:50 Miles: I love that! Because you're not pretending to be confident about something you don't believe in. You're genuinely recognizing the value you've created, and then learning to communicate that value effectively.
6:02 Jackson: But what if you're in a situation where the results aren't as clear-cut? Like, what if you can't point to a specific dollar amount or percentage?
6:10 Miles: Great question. That's where you focus on process improvements, risk mitigation, or strategic positioning. Maybe you can't say "I saved $200,000," but you can say "I implemented a system that prevents the type of security breach that cost our competitor $2 million last year."
6:28 Jackson: Ah, so it's about connecting your work to broader business outcomes, even if they're preventative or strategic rather than directly measurable.
6:36 Miles: Exactly. And the key is to prepare these value statements before you walk into the room. Most people try to wing it, but when you're already nervous, it's really hard to think clearly about your impact. You need to have these talking points ready.