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 over the last 12 months — 1 in all, peaking in Jul 2026 with 1.

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Unlocking Value · Part 2: Jon Stead – Nobody's Paying for the Slides Anymore · 7 Jul 2026 podcast

So I think that's an evolution of marketing going on.

But I think it's early in terms of pure outcome for sure.

I think sometimes it can be sort of

fixed fee with a bonus, fixed fee with an upside based on some delivery of outcomes, but it's not 100% outcome aligned.

And ultimately, I worked in M&A for seven years, so that was how we got it to work.

We'd have a retainer to an extent and then a success fee that shared in the upside.

So I think that is the evolution, but I think right now we're more seeing T&M to fixed fee rather than necessarily fixed fee through to outcome-based pricing.

Yeah, and if you're doing sort of cost optimization, procurement, or it's very clear, it's very transactional, it's very definitive, I think there's opportunities for things like that.

But in any firm, the delivery of that project and the success of those outcomes is not solely driven by the consulting firm.

There's many different factors that are in play with that.

So whether the buyers of consulting firms will truly get comfortable with that, I think it's going to be context-specific.

personally as a buyer of consulting services fixed for you with some sort of happy sad upside based on delivering an outcome that's good for me because ultimately you're allowing them more further down into the crunchy stuff of change rather than just teleprompter but it's definitely still early in what we're seeing

Yeah, so I guess to give some context and pick up the thread that we talked about last time around, John, so I think AI amplifies everything, doesn't it?

It amplifies the good, but it also amplifies the bad.

What we're seeing as firms are trying to leverage AI and that's a strategic imperative in their firm, if everything is completely ad hoc and random, what you're going to amplify is ad hoc and random in nature.

So I think what we're seeing is as part of that move from TNM to fixed fee,

productization is becoming the foundation on which AI runs because it gives it some more of the tramlines, the guardrails from which you can then leverage, scale, take the margin out of whatever it is you're trying to achieve.

So we're seeing more and more of a move towards productization.

And look, it's not new, is it?

I don't know how long productization has been around.

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