Why ROI is Your Competitive Edge as a Consultant

One of the biggest struggles consultants and coaches face is proving their value in a way that resonates with business leaders. We know the transformation we bring. We see the impact in the people we work with. But too often, that gets lost in translation when it comes to the language of executives and decision-makers.

That is why I wanted to bring Dr. Jack J. Phillips, founder of the ROI Institute and creator of the ROI Methodology, onto my Consulting Matters podcast. Jack has dedicated his career to showing professionals how to connect their work directly to business results. This shift, from being seen as a cost to being valued as an investment, is one of the most important mindset and strategy changes we can make as consultants.

My Introduction to ROI Thinking

I was first introduced to Jack’s methodology back in 1999 when I worked at Disney. At the time, my OD team was wrestling with how to show the business impact of our initiatives. Jack walked us through a structured way to connect what we were doing to measurable business outcomes.

That experience completely reframed how I thought about consulting (see exactly what I do today, here). Instead of defending “soft skills” work, I learned to link behavior changes to business metrics. The ROI framework gave me the clarity and confidence to prove the tangible value of our programs.

How ROI Creates a Competitive Edge

During our conversation, Jack and I discussed how ROI is more than just a calculation. It is a mindset. He explained how consultants often focus on reaction (“Did they like it?”) or learning (“Did they understand it?”), but stop short of connecting the dots to application, impact, and financial return.

When you follow the chain from reaction to learning to application to impact, you can then convert that impact into financial terms and compare it to the cost of the program. That final step is what creates undeniable credibility. It transforms you from a vendor providing services into a trusted partner who delivers measurable business value.

Real-World Proof of ROI

One of the stories Jack shared that really stuck with me was about a healthcare system that implemented a sexual harassment prevention program. They were facing lawsuits, high turnover, and serious reputational issues. After rolling out the program, complaints dropped dramatically, saving the organization millions of dollars in legal and turnover costs. When those savings were compared to the relatively small investment in the training, the ROI was astronomical—well over one thousand percent.

That example highlights exactly why ROI thinking is such a powerful differentiator. It is not about vague claims of improvement. It is about clear, measurable outcomes tied to the organization’s bottom line.

Overcoming the Fear of Measurement

I know many consultants hesitate to measure ROI because they fear what they might find. What if the program doesn’t show a positive return? Jack addressed this head-on. More often than not, the problem is not with the content but with the implementation. When consultants step into the role of helping clients ensure programs are applied and supported effectively, they not only safeguard ROI but also build immense trust.

Instead of fearing measurement, we can use it as an opportunity to demonstrate accountability, identify barriers, and reinforce our credibility as strategic partners. (If you need help doing this, check out my Impact & Income Accelerator).

Adopting ROI as a Mindset

The ROI Methodology is a proven framework with five levels, but what matters just as much is adopting ROI as a mindset. When you think ROI from the start of any engagement, you approach projects differently. You define success in business terms, design with outcomes in mind, and speak in the language of executives.

For me, learning ROI thinking was career-changing. It gave me a new level of confidence in how I positioned myself, how I engaged with clients, and how I built long-term relationships. It is a competitive edge every consultant needs.

If you are ready to elevate your consulting practice, start embracing ROI thinking. It will change the way you frame your value, how you market yourself, and ultimately how you serve your clients.

Next Steps:

The early bird pricing for my new group coaching program,  Impact and Income Accelerator, is available. Through this 8-week program, starting October 14th, you’ll learn how to apply the ROI mindset you’ll learn more about in this episode directly to your client conversations, enabling you to land bigger, higher-paying engagements with greater ease... starting with your very next opportunity. You can check it out now at betsyjordyn.com/accelerator.

If you enjoyed this post, you may also like:

• Listening is the Ultimate Consulting and Coaching Skill
• Why Some Consultants Land Bigger, Better Engagements
• Service Provider vs Strategic Partner: Which Is Your Path to Greater Impact and Income?

About the guest: Dr. Jack J. Phillips, Chairman of ROI Institute and creator of the ROI Methodology®, is a global authority on accountability, measurement, and business impact. Author of 100+ books and former bank president, he has helped Fortune 500 companies and governments worldwide prove the value of their initiatives. Named one of the Top 50 Coaches in the World by Thinkers50, Jack’s work has been featured in The Wall Street Journal, Fortune, and CNN. 

About me: Betsy Jordyn is a brand messaging strategist and business mentor for purpose-driven consultants and coaches. With a background in organizational development—including a consulting career with Disney—she helps experts clarify their unique value, position themselves strategically, and build businesses that deliver impact, income, and personal fulfillment. Connect with Betsy Jordyn to clarify your message, elevate your brand, and attract the clients you're meant to serve. Start here → https://www.betsyjordyn.com/services