Outcome pricing is getting a lot of attention in professional services, but what does it actually mean, and why are so many organizations still struggling to make it work?

In this episode, Anthony Paluska and Dean McMann sit down with Bo DiMuccio, Vice President of Professional Services Research and Advisory at TSIA, to explore what his recent research is revealing about the shift toward outcome-based pricing.

The conversation looks at why this topic is gaining momentum now, how AI is changing the relationship between effort and value, and why traditional pricing models are coming under increasing pressure.

Bo also introduces an important framework for thinking about the role professional services can realistically play in outcome-based models and why not every organization should approach the opportunity the same way.

Perhaps most importantly, the group challenges some of the assumptions the industry has made about what is slowing adoption and where the real obstacles may actually be.

If your organization is exploring outcome pricing, rethinking time and materials, or trying to understand how professional services economics are evolving, this episode offers a timely look at what the research is showing and what leaders should be thinking about next.