3 Secrets to Shifting the Focus from Cost to Value in Scrum
Many Scrum projects fail not because of a lack of budget, but because of misaligned goals and unmet expectations.
When we prioritize cost over value, we risk overlooking opportunities to maximize ROI, increase customer satisfaction, or improve operational efficiency. This can lead to the dreaded “cost objection” from stakeholders, stalling project progress.
In this post, I will share how Shifting the Focus from Cost to Value can ensure project success.
The Secret to Conquering the Cost Objection
To avoid these pitfalls and ensure project success, let’s explore three secrets to shifting the focus from cost to value:
1. Focus on the Goal
Instead of directly quoting a price, ask clarifying questions to uncover the real need. For example:
- “What specific problem are you trying to solve with this feature?”
- “What is the desired outcome of this project?”
It might seem obvious to ask these questions before quoting a price. However, in the world of business, it’s easy to fall into the trap of focusing on immediate deliverables and costs, rather than the underlying goals and benefits.
Emphasizing these questions reminds people to prioritize the “why” before the “how.” Understanding the why behind a request allows us to align expectations, identify the true value, and make more informed decisions.
This shifts the conversation toward goals and aligns everyone on purpose before jumping into costs, effectively addressing the “cost objection” at its root.
2. Prioritize Value
Don’t lead with the cost; lead with benefits. Highlight the return on investment (ROI) by asking:
- “How will this impact key metrics like revenue, customer satisfaction, or efficiency?”
If possible, share a quick cost-benefit analysis or emphasize the strategic advantages the solution offers. By demonstrating value first, the cost becomes a secondary consideration.
3. Address Objections Proactively
Anticipate objections and handle them upfront. For example, if cost is a concern, discuss:
- Cost-saving measures
- Phased rollouts
- Alternative approaches that achieve similar outcomes
This proactive approach prevents the “cost objection” from derailing the conversation.
Example Scenario:
Old Approach (Cost Objection):
- Stakeholder: “How much will this feature cost?”
- Team Member: “It will cost $X.”
New Approach (Value-Driven):
- Stakeholder: “How much will this feature cost?”
- Team Member: “To provide an accurate estimate, could you share more about your specific requirements? Once we understand your goals, we can identify the best solution and discuss associated costs.”
This reframes the conversation, ensuring decisions are rooted in value.
Conquer the Cost Objection and Deliver Successful Scrum Projects
By following these three secrets, you can effectively address the “cost objection” and ensure project success.
Want to learn more about strategic stakeholder management and Scrum best practices? Check out my courses at www.whatisscrum.org!
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Take care!
Dejan Majkic
