The Excuse That Expired

Last week we read one state's checkbook across sixteen years. More than a billion dollars on curriculum, intervention, and tests. The spending climbed. The outcomes did not. And nobody, at any point, was made to answer for it.

This week, why nobody was made to answer. And why that just changed.

For most of the last two decades, the honest answer to a simple question, did this program work for districts like mine, was this. We cannot really measure that.

And it was true. Outcomes were not comparable across state lines. Spending was not public. What a district actually taught was not written down anywhere you could reach. The measurement problem was real, and it gave everyone cover. The superintendent who renewed the familiar contract was not being lazy. There was no independent account to renew against. So the market did the only thing an illegible market can do. It bought the name it recognized.

The measurement excuse was load-bearing. It held up the entire practice of buying on reputation.

Three things quietly took that excuse away.

First, the spending became legible. A growing number of states, Maryland among them, now publish what their districts pay outside companies. You can read who got paid, how much, and for how many years running.

Second, the outcomes became comparable. There is now an independent yardstick, computed from government data that no district and no seller controls, that puts a child in one county on the same scale as a child in another, and as children across the country. You no longer have to take a company's dashboard on faith.

Third, what districts actually teach became legible where state law created the record. The named program in the building, matched to the outcome it did or did not produce.

Put those three together and the question that could not be answered for twenty years can be answered now. Did this work, for districts like mine. Not in a study that arrives two years late. At the moment you are deciding.

When the excuse was true, defaulting to the incumbent was defensible. Now it is a choice.

This is the part that matters if you sell into this market. The measurement excuse did not just protect districts. It protected incumbents. As long as no one could show whether the program in the building worked, the incumbent never had to prove it did. Pull the excuse out, and the incumbent is standing in a room with a track record it never had to earn.

If you are the challenger, the expired excuse is your permission slip. You can now walk in with the one thing the incumbent was never asked to bring. An independent account of whether the thing already in the building actually moved outcomes for districts like this one.

Here is the test for your own team. Ask them, can we show, from data we do not control, that our product moved outcomes for districts like this one. If the answer is still "we cannot really measure that," you are leaning on an excuse that expired.

The full essay on the Maryland checkbook, and what became measurable, is at pillargtm.com/follow-the-money

Next week: why perfect evidence still loses. Even when the proof exists, it loses at the point of sale. The reason is not a shortage of evidence.

Eli Jameson

Builds revenue architecture for EdTech and public sector companies. Writes about what sits underneath pipeline, renewals, and territory design.