LEADERS IN CONSULTING · 2026-05-19 · 1h 14m
Send us Fan Mail Selling inputs led to price pressure. Selling outcomes delivered a 20:1 ROI. Most consulting firms don’t lose pricing power because of competition. They lose it in how they define their value. In this episode, Rob Ferrone , Founder of Quick Release, explains how his firm moved from selling person-days and deliverables to owning measurable business outcomes. After facing increasing commoditization, Rob and his team reframed their work around cost, speed, and quality impact. This shift unlocked significantly higher pricing, stronger client access, and scalable growth. Through real examples, including a $21M impact project with 20:1 ROI, Rob breaks down what actually changes when consulting firms move from execution to outcome ownership, and why this model is becoming critical in an AI-driven market. You’ll learn: 1. Why selling inputs like time and headcount leads to pricing pressure 2. How to reframe consulting work around measurable business outcomes 3. What it takes to access senior stakeholders and “the keys to the castle” 4. How to structure outcome-based pricing with upside potential 5.
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