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Reality #6 👥 Customer Pillar
Value-First Delivery
"Building Capability Rather Than Dependency"
Counters: Managed Services Trap
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Core Principle
Success means clients need you less for routine matters while engaging more for strategic evolution.
The Shift
✕ FROM
Dependency creation (ensure they cannot function without us)
✓ TO
Capability building (ensure they can do more than before)
Key Practices
1
Transfer knowledge, not just deliverables
2
Measure success by client capability growth
3
Design for eventual independence on routine work
4
Deepen engagement on strategic challenges