With machines executing basic data analysis and reporting at zero marginal cost, our traditional consulting advisory seats are losing their premium value. How do we reposition our advisory offering to become an indispensable complement to these cheap technologies rather than trying to compete against automated tools?

Question

Tyler Smith · Accepted Answer

When technology becomes cheap and plentiful, the value of the surrounding complements rises. As AI makes data analysis and standard reporting nearly free, the premium value shifts entirely to strategic interpretation, emotional intelligence, and execution accountability. You must stop selling what the machine can do faster and cheaper.

To reposition your advisory offering on your V/TO®, redefine your relationship with technology. Seek to be an indispensable complement to the automated systems your clients are adopting. If your clients can use AI to generate a diagnostic report in seconds, your role is to help them interpret that data, navigate the internal company politics of implementing the solution, and keep their leadership team aligned.

Update your three uniques and your proven process to reflect this high-touch integration. Emphasize your team's ability to provide human judgment, ethical oversight, and strategic leadership. In their analysis of technological shifts, researchers Erik Brynjolfsson and Andrew McAfee point out that human skills like complex communication and strategic leadership are more valuable than ever when paired with powerful technology. By positioning your team as the essential orchestrators who turn automated insights into real-world business results, you protect your premium pricing and secure your position as a trusted advisor.