From AI to ROI in B2B Professional Services
The prize is huge. Why most firms are missing out, and why we’re not surprised.
Agent Bosses, Not AI Users: The Cultural Shift B2B Firms Must Embrace
The biggest obstacle to AI adoption in B2B professional services isn’t the technology. It’s the culture. While most firms are busy evaluating tools, the real question is: how are you preparing your people? Because the firms gaining traction with AI aren’t just handing out logins—they’re training their teams to become what we call "agent bosses."
The AI Transformation is a Business Model Transformation
It can be tempting to frame the adoption of generative AI as a tech initiative. Something for innovation labs, IT, or the analytics team to pilot while the rest of the business watches from the sidelines. But the professional services firms leading the charge right now know better.
Time & Materials is Dead. What Comes Next for AI-Enabled Services?
AI isn’t just changing how work gets done. It’s changing how clients expect to pay for it. The traditional time-and-materials (T&M) pricing model, long the default in professional services, is increasingly misaligned with the efficiency and flexibility AI enables.
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How to Get Started with Productization
Most B2B services firms don’t fail to productize because of lack of vision. They struggle because they don’t know where or how to start.
You might recognize the symptoms: a sense that your services could be delivered more efficiently, recurring client needs that hint at a solution, even a slide deck called “Our Product Strategy” collecting dust. But no movement.
If that sounds familiar, you’re not alone. And you’re not stuck.
Before You Productize: What Every Services Firm Needs in Place
Productization isn't a silver bullet. But for professional services firms looking to scale impact and revenue, it can be transformative—if you're truly ready for it.
Most companies fail at productization not because of market conditions, but because they never truly committed to the journey. The good news? You don’t need to overhaul everything to get started. But you do need to start with two essential truths.
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Rethinking VoC: A Modern Blueprint for Innovation and AI-Powered Insights
Too many organizations treat customer feedback as a one-time checkpoint—something you do before launching a product, or when something goes wrong.
But Voice of the Customer (VoC) isn’t just a nice-to-have. When embedded systemically and supercharged with new AI capabilities, it becomes a strategic engine for innovation, retention, and scalable growth.
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Overcoming Client Resistance to Standardized B2B Offerings
“We’d love to move toward more standardized offerings, but our clients just won’t go for it.”
— Practice Leader, Consulting Firm
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A Smarter Way to Evaluate Technology Partners: Think Big, Start Small
Choosing the right technology partner is a critical decision that can make or break your product strategy. Whether you're implementing a new SaaS platform, integrating AI capabilities, or modernizing your infrastructure, the process of evaluating technology partners requires a structured and strategic approach.
Ten Key Steps to Standardize and Scale Professional Services
At a macro level, professional services firms are navigating a rapidly evolving landscape. Pricing pressures, expanding down-market to serve smaller clients, advancements in AI and automation, and the need to mitigate labor market exposure are reshaping the industry. For example, in a Q4 2024 Source survey, 58% of clients reported that they are expecting professional service prices to fall (up markedly from 27% in Q3). These shifts are driving firms to rethink how they deliver their services. Standardizing and templatizing the delivery of custom services has become not only a competitive advantage but also a necessity for long-term growth and sustainability.