The professional services industry has long relied on time-based billing, a model that has remained largely unchanged for decades. However, with rapid advancements in AI and automation, businesses are being forced to rethink how they price and deliver their services. In fact, the shift from time-based models to deliverable-based pricing is practically a necessity for firms looking to stay competitive. Companies that embrace this change will find new opportunities to showcase value, while those that resist may struggle to justify their costs in an increasingly AI-driven marketplace.

Enter Tracey Shirtcliff, founder and CEO of ScopeBetter, a serial entrepreneur with a knack for identifying industry gaps and disrupting the status quo. With ScopeBetter, she’s tackling one of the biggest challenges in professional services, pricing, helping businesses move away from outdated billing models and transition toward deliverable-based pricing.

A System Built for Change

Shirtcliff’s journey to ScopeBetter began with her previous SaaS company, which focused on project and resource management. Through that experience, she identified a glaring problem, the fact that professional services firms lacked a robust system for pricing and proposal management. While CRM tools like Salesforce existed, they weren’t tailored to firms that relied on time-based billing. This realization laid the foundation for ScopeBetter, a platform designed to help businesses transition from billing hours to billing for solutions.

AI’s Role in the Shift

As AI streamlines repetitive tasks, the value of human expertise becomes more pronounced. However, this efficiency also threatens firms still clinging to hourly billing models. If businesses continue to rely on billable time, they will inevitably see a reduction in their revenues. The solution lies in shifting focus toward deliverables and outcome-based pricing.

ScopeBetter empowers firms to articulate their value beyond just hours worked. Instead of listing time spent by an account manager or developer, businesses can break down their services into clear, tangible deliverables that clients understand. This shift not only improves transparency but also highlights the true impact of their work.

Overcoming Resistance to Change

Despite the clear advantages of deliverable-based pricing, many companies hesitate to embrace it. The fear of revenue loss and the challenge of restructuring pricing models loom large. But the real risk lies in doing nothing. The businesses that adapt will be the ones that thrive, while those that do not will find themselves struggling to justify their costs in an AI-driven world.

The transition does not have to be abrupt. Businesses should analyze past projects to identify recurring deliverables. They should form a task force to define clear, structured pricing models and engage with clients to refine and validate the new approach. Additionally, leveraging technology like ScopeBetter can simplify implementation and ensure the transition is both efficient and effective.

The Future of Professional Services Pricing

Shirtcliff believes that pricing models will evolve into a hybrid structure, blending packaged services with bespoke offerings. Professional services businesses already have their own methodologies; the key is defining and packaging that methodology in a way that clients understand and value.

ScopeBetter stands at the front of this transformation, providing the tools businesses need to adapt and thrive. AI is not replacing human expertise but amplifying it. The firms that recognize this and pivot accordingly will come out on top.

For those ready to take the leap, ScopeBetter offers a streamlined way to rethink pricing, increase efficiency, and communicate value more effectively. To learn more about how ScopeBetter can help your business transition to deliverable-based pricing, visit their website.