Most consulting engagements end the same way: a polished deliverable, a final invoice, and clients wondering why nothing actually changed. Tim Beattie, CEO of Stella, calls this the fundamental flaw of traditional consulting.
In this episode, Beattie reveals why output-driven contracts create misaligned incentives that hurt both consultants and clients. When you’re paid for deliverables rather than results, there’s little motivation to ensure lasting transformation.
The solution? Shift to outcome-based models where success is measured by capability transfer, not document delivery. Beattie shares practical strategies, including subscription consulting, asynchronous coaching through video tools, and leveraging AI to amplify human expertise.
Drawing from his experience as Global Head of Product at Red Hat, Beattie demonstrates how enabling clients—rather than just serving them—builds deeper partnerships and more sustainable revenue. The message is clear: consultants who focus on measurable business outcomes will dominate the next decade.
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