Jon Stead
speaker
382 appearances
1 recordings
1 series
first heard Jul 2026
last heard 7 Jul
Jon Stead’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Jul 2026 with 1.
Appearances
And then what that means is services firms are stepping into, I think, longer engagements where it's a little bit more adventurous.
So rather than a hump of work that then has a PDF as an output, it might be the engagement is a little bit
not quite as steep initially, but you're working hand in hand with a client.
Yes, there'll be an initial hump of work, but then it's actually, how do we move really quickly on this?
How do we be agile?
Get quickly to something we can put into practice and then we'll iterate side by side with you.
And I think that's what we would buy right now.
You want that sort of partner who's in the trenches with you, who's iterating with you, who's got the pattern recognition of,
When this has gone right or wrong, actually in the real world, I can ask what's valuable.
So we're seeing that a lot of our clients now where their offerings are often becoming longer term, more fractional, more we've got one foot in your camp as well as in our camp.
And that might then recur, that might then become something that...
In what I talked about there, I talked a lot about delivering outcomes and then that's a phrase that you're seeing a lot across the industry right now.
I think there's a lot of noise around that.
outcome-based pricing for services, firms, and more broadly into software.
Well, we're not seeing a ton of outcome-based pricing, but I think we're seeing a kind of evolution from TNM to fixed fee and then fixed fee towards outcomes.
So just to explain that, I think that the TNM model is becoming
significantly more under pressure firms are trying to capture more of the inherent value of ip and what's in their service delivery what's in the you know if they built out a load of workflows customization for how something is done in claude they don't want to be charging on a tnm basis anymore because they actually want to focus more on the value so more of the shift right now is going from tnm to fixed fee i think the challenge from going to fixed fee to outcome is that it's
It's whether the buyer of services is necessarily ready for that as well.
It's not just around the consulting firm.
It's actually, you know, if a CFO has got a budget with a number in, often it needs to be in that number.
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