Questions You Might Be Asking Yourself

Here are the questions that circulate in the minds of agency owners and firm partners before they realize they need a new architecture for trust and value.

Companies that turn to us often have questions, problems and challenges such as:

On the Fear of Commoditization

  • "Why does it feel like our clients are treating our expertise as a line-item expense rather than a strategic investment?"

  • "If our competitors start using the same AI tools we do, what actually stops a client from choosing the cheapest option?"

  • "Are we selling a proprietary solution, or are we just selling 'smart people by the hour'?"

On the AI "Efficiency Trap"

  • "We just automated a task that used to take ten hours down to ten minutes – how do we tell the client that without losing 95% of the fee?"

  • "Is our current business model essentially a bet against technological progress?"

  • "How do we pivot our team’s role from 'producers of content' to 'architects of outcomes'?"

On the Trust-Pricing Gap

  • "We know we delivered $1M in value, so why did we only feel comfortable billing $50k for the time it took?"

  • "Do our clients actually trust us to solve their business problems, or do they just trust us to follow their instructions?"

  • "How do we bring up 'value-based pricing' without sounding like we’re just trying to price-gouge our oldest clients?"

On Relationship Nurturing & CX

  • "Does our client experience feel 'premium,' or does it just feel 'efficient'?"

  • "Are we only talking to our clients when there is a deliverable due or a problem to fix?"

  • "If our top client left tomorrow, would they be leaving because of our software/output, or because they can't imagine navigating their business without our counsel?"

On the Future of the Firm

  • "Are we building a firm that scales with value, or are we just building a firm that requires more headcount to make more money?"

  • "What does our firm look like in three years if the cost of 'execution' drops to near zero?"

  • "How do we move from being 'the people who do the work' to 'the people who own the result'?"

The Leancept Indicator: If a leader is asking more than three of these questions, they have reached the "Commodity Ceiling." They are ready to stop optimizing their old model and start engineering a new one.

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