The Cookies Come First

A long time ago, I had a conversation with a colleague that has stayed with me ever since.

They were frustrated.

Like many high performers, they worked hard, went above and beyond, and constantly looked for ways to improve things. Yet they felt their efforts were not being appreciated.

As we talked, they shared an analogy that perfectly captured how they felt.

"Imagine someone asks you to bring chocolate chip cookies," they said. "Instead, I show up with a beautiful three-tier red velvet cake. It has incredible icing, elegant decorations, and everyone agrees it's an amazing cake. Wouldn’t you want the cake?"

At first, I agreed.

Who wouldn't want a three-tier red velvet cake?

Then I thought about it for a moment.

My response was simple:

"Yes, I would absolutely want the cake. But I still need the cookies."

That was the lesson.

In many workplaces, we become so focused on delivering something extraordinary that we overlook the basic expectations of our role. We create new ideas, solve additional problems, and volunteer for special projects. We bring the cake.

But sometimes the people around us are still waiting for the cookies. Our leaders, colleagues, and customers often have core expectations. If those expectations are not being met consistently, the extra effort may not create the impact we hope for.

The challenge is not choosing between cookies and cake. The challenge is delivering the cookies first. Then, helping others understand the value of the cake.

The most successful professionals I know do both. They consistently meet the expectations of their role while also identifying opportunities that others may not see. They deliver what is needed today while helping shape what could be possible tomorrow. And when they bring the cake, they make sure people understand why it matters.

Providing value at work is not about doing more for the sake of doing more. It is about understanding what people need, delivering it reliably, and then demonstrating how additional contributions can create even greater results.

Bring the cookies.

Then show everyone why the cake matters, and that you are the right baker for the job. That's how you build value.