Overview

This event in the Ways of Working series brings together guest speakers Barry O’Reilly and Daniel Terhorst-North, consulting veterans who work collaboratively with their clients and demonstrate measurable value through shared success. They talk about how this works and share real examples of great outcomes.

About this event

Investments in technology have been steadily growing, and there is no indication that this trend will slow down any time soon. As expenditures increase, so does the need to demonstrate ROI and value. Defining, measuring and communicating the business value of technology is challenging, and how-to playbooks are surprisingly scarce.

Our second event in the Ways of Working series brings together guest speakers Barry O’Reilly and Daniel Terhorst-North, consulting veterans who work collaboratively with their clients and demonstrate measurable value through shared success. They talk about how this works and share real examples of great outcomes.

You hire professional services firms to handle unexpected demand or to augment your permanent workforce. You are used to fixed-price contracts where the supplier carries all the risk, or day rate contracts where you carry all the risk. Both of these are adversarial—you are in a zero-sum game with only one winner. What if there are better ways to engage, where you are aligned as partners, facing in the same direction, working towards the same outcome?

Value-based pricing and formal relational contracts form a compelling alternative to traditional engagement models, creating a win-win relationship that shares the risks and the rewards. This can reduce costs while improving outcomes and reducing the likelihood of litigation: The inventor of formal relational contracts won a Nobel Prize for his work!