How do you judge the success of a project?

By the inevitability of the second project, of course.

Our business is built on developing specific solutions for customers that have specific issues. Sometimes we are able to develop that solution quickly with a product we already manufacture.  Sometimes it takes some minor alteration to a product we manufacture to meet a specific situation.  In some instances only a fully customized solution will do.  No matter what the scenario, I judge our performance based upon how excited our customers are to work together again.

Of course the completion of a project brings with it the satisfaction of completion.  It brings with it the revenue and profit generated by additional sales of the solution we just delivered.  However, these are outcomes, not necessarily the measurement of success.  True success and true growth comes only when the customer is ready to develop another project.  Our desire is to partner with customers to develop innovative solutions to difficult problems.  Working together once does not qualify as a partnership.  Working together continually in an ongoing fashion qualifies as partnership!

I view it similarly to the difference between an acquaintance and a friend.  An acquaintance has a more transactional nature to the relationship.  There may be recognition and appreciation, but the depth is minimal.  It feels transactional with a quick greeting, handshake and small talk.  The next meeting is usually left to chance.  A true friend on the other hand does not feel transactional.  It feels continual.  The depth of knowledge and sharing is much greater.  The next meeting is viewed as inevitable and you intentionally make time to spend together.

That is my goal for our projects.  I want the performance to be so great, the customer experience so pleasant, so valuable, that the second project becomes inevitable.  It is not a question of if, but a question of when or a question of which one out of many options.  I believe if our project performance reaches that pinnacle, growth will take care of itself.