Our clients are starting to expect instant, highly customized strategic deliverables that used to take weeks of consulting time. How do we update our Three Uniques on the V/TO to prevent our core offering from becoming a commodity?

Question

Tyler Smith · Accepted Answer

When clients realize software can generate customized output in seconds, speed and volume stop being differentiators. If your historical positioning was fast execution or tailored reports, your value proposition is deflating in real time. You must adjust your Three Uniques on the Vision/Location Organizer (V/TO) immediately.

Take this to your next quarterly session and enter the Issue Processing Track (IDS). As economists Erik Brynjolfsson and Andrew McAfee demonstrate, automated tools commoditize routine analysis while vastly increasing the value of human judgment, synthesis, and contextual accountability. Your clients do not actually want a four-hundred-page bespoke report generated in two seconds; they want the confidence that executing the recommendations will not blow up their business.

Shift your Three Uniques away from the mechanical deliverable and toward the guarantee of operational outcome. If one of your uniques was previously bespoke strategic roadmap design, replace it with high-touch executive consensus building or certified risk containment. Let generative tools do the heavy lifting of drafting options behind the scenes, but position your humans as the arbiters of high-stakes decisions. When you package your offering, sell the clarity, the execution oversight, and the alignment that software cannot provide. That protects your pricing power and keeps you firmly out of the low-margin race to the bottom.