I believe that professional services like #salesforce consulting need to rethink their commercial model.
Daily/Hourly billing is very unkind.
The ability to perform strong discoveries and understand risks will lend itself to a flat fee or fixed price model that works for the partner as well as for the client.
In my experience, I’ve found that fixed price has had a bad rep from all parties because they’ve usually been poorly scoped out, and where trust is so low that conversations are guided by the statement of work and the contract.
Having a kicker on successful cases for law is lends itself to value pricing model we talk about Alexander Lapa.
We have much to learn from the legal services as there’s so much parallel with the world of consulting services.