Every engagement, every time.
Doing expert delivery work? You’re helping the client mitigate the risk of being unable to ship the delivery on their own, and the risk of being the sole party to blame if things go wrong.
Consulting on team processes? If the team doesn’t improve, it’s not the manager’s fault; they’ve mitigated their risk by hiring a consultant.
Talking through the tradeoffs of a particular technical tool? You’re helping your client balance how much they trust the tooling with how much risk they have appetite for.
What risk have you mitigated today? It’ll map pretty closely to “what value did you provide”, but the perspective may be drastically different.
(Editor’s note: this blog will be off on Monday, returning Tuesday.)