Two ways to deploy AI: One has a ceiling. The other has no limit.

my last post, I talked about why charging for "time" is a trap. You need to charge for value.

But how do you calculate that value?

Usually, AI projects fall into two specific buckets:

1. The "Efficiency" Play (Saving Money)

This is the comfortable zone. It’s easy to scope and easy to sell.

• "We automate data entry."

• "We reduce support tickets by 30%."

The math is linear:

Hours saved x Hourly rate = Value

It’s safe. But it’s finite.

You can’t save more than 100% of a cost.

There is a mathematical ceiling on the value you provide.

2. The "Growth" Play (Making Money)

This is where the real leverage lives.

• "We use AI to personalize cold outreach and double conversion."

• "We build a predictive model to reduce churn."

• "We create a new AI-driven revenue stream."

The math here isn't linear; it’s exponential.

If you increase conversion rates on a scalable product, the upside has no limit.

The Trap:

Most businesses (and consultants) get stuck in Bucket #1. They obsess over cutting costs.

But you can’t shrink your way to greatness.

If you want to sell "expensive, well-justified results," don't just look for where the client is bleeding cash.

Look for where they are leaving money on the table.

Efficiency pays the bills.

Growth builds the empire.

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