> ## Content Index
> Fetch the complete content index at: https://kelfordinc.com/llms.txt
> Use this file to discover other available public pages before exploring further.

# Aligning your process with your prospects — Kelford Labs Daily
- URL: https://kelfordinc.com/aligning-your-process-with-your-prospects-kelford-labs-daily/
- Published: 2024-05-27T10:24:09.000Z
- Updated: 2026-01-27T15:21:59.000Z
- Description: Where could you be spending your time?
- Author: Joel Kelly
- Tags: Daily Labs, process, position, value, tradeoff, focus, specific

If [our process is, in so many ways, our *position*](https://kelfordinc.com/your-process-is-your-position-kelford-labs-weekly/), then that means our process must be aligned with our prospects.

**Specifically, it should be aligned with what they *value most* about our type of work, service, or products.**

If we’re investing heavily in areas that our best prospects don’t care about, for instance, we’re making an unnecessary trade off. Which might be keeping us from making a more valuable one.

Think about it this way: Let’s say that, as a marketer, I insisted that detailed, thorough documentation and deliverables were key to my process. Maybe I thought that every project should end with a massive report for the client to review and hang on to.

And what if I found out that my clients *weren’t* actually reading the documents, weren’t actually *valuing* them?

I might try to convince myself—as sunk costs can do—that I should keep it up, because it’s important to me and I think my clients *should* want the documents.

But the problem is that if they don’t value the areas where I’m expending effort, I am, by definition, expending *too little* effort in the areas where they *do care*.

**I’m making the wrong trade off.**

If my ideal clients instead value one-on-one counsel, ad hoc support, and standardized frameworks, then the time I’m spending on customized reporting is taking me away from that.

My *process* isn’t aligned with my *prospects*.

I’m not saying that if your prospects don’t value what you offer that the problem is necessarily *you*—you might just want to focus on different customers.

But if the customers we *want,* that we *know* we can help value something in particular, it’s vital to align our process toward that.

**And it’s equally vital to ensure we’re not wasting time, energy, or resources on part of our process that they don’t value or care about.**

Years ago, we recognized that long-winded, detailed documentation is rarely read, and even more rarely implemented. So, instead, we adjusted our process to be more hands-on, for [hands-on entrepreneurs](https://www.kelfordinc.com/) who want to do the work and *see it working*.

That gave us more time to focus on where our clients see the most value—in the active, customized counsel and the repeatable frameworks—and less time where they didn’t.

The key to aligning our process to our prospects comes down to asking ourselves a simple, but challenging question:

**“Where am I spending time, energy, or resources that my best clients don’t notice or value? And what could I be doing *instead*?”**

📫

Feedback? Email labs@kelfordinc.com