Providing Value beats the Billable Hour

August 27th, 2009 by Steve Swann | Filed under Business, Innovation, Problem Solving.

Here’s a real world example of a major corporate re-thinking and re-inventing how they engage with others – and have others engage with them.

Time will tell if the model works. I really hope it does. The key benefit, as articulated in the interview, is that the relationship is outcome focused. The objective is finding a solution and making it work, instead of how much revenue can we generate or how much cost can we save.

I disagree in part with Amy Schulman’s assertion that the partners will have to get used to making less money. Those Partners that really understand this new model and adjust their own structure, practices and process to make it work could end up making more money. In the end it’s the value that you can provide.