Perspectives on AI, enterprise transformation, commercial strategy, and the future of work. Written from the front line, not the sidelines.
Most enterprise AI conversations confuse two very different things. Separating them is the fastest way to work out where the value is and who it reaches first.
Practice structures usually describe what a firm can do. Clients do not buy that way. Build, Scale, Run is an attempt to organise around how they actually buy.
In January the AI capability was one training course and a team of two. What it took to get to consultants deployed in client environments inside a year.
Organisations are buying AI tools at scale, but adoption rates remain stubbornly low. The problem isn't the technology. It's the change model.
The traditional Time & Materials consulting model is under terminal pressure. AI is changing where value comes from, and most firms aren't ready for the conversation.
When the market contracts, most sales leaders hide behind conditions. The best ones use the cycle to widen the gap on their competitors.