We want to pivot our business model from a retainer-based agency to an outcome-based pricing model using our AI efficiency, but our leadership team is terrified of losing predictable revenue. How do we run a structured Thinking Time session to design a safe transition?

Question

Tyler Smith · Accepted Answer

Shifting from retainer pricing to outcome-based pricing is a massive strategic pivot. AI efficiency makes it highly lucrative because you can deliver results in a fraction of the time, but if you execute this change recklessly, you will destroy your predictable cash flow.

To navigate this, schedule a dedicated Thinking Time session. Sit in a quiet room for forty-five minutes with a pen, a pad of paper, and a single, high-value question. Frame the question using Keith Cunningham's methodology: How might we transition our legacy clients to outcome-based pricing in phases so that we protect our baseline monthly recurring revenue while capturing the upside of our AI-driven speed?

During this session, map out a phased roll-out plan. Do not convert all clients at once. Identify your top three most trusting clients and run a pilot program. Use Charles Green's Trust Equation to frame the pilot as an exclusive opportunity to receive faster, higher-value results with guaranteed pricing.

Once you have proven the pricing model on these pilots, document the operational metrics on your weekly Scorecard. Track the average delivery time and profitability per outcome. Use these leading indicators in your Level 10 Meeting™ to build your team's confidence before rolling out the pricing structure to your entire client base.