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13) The rise of value-based deals
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Value-based selling, in which a percentage of fees are determined by company results, has been experimented with by service companies for years. However, few are successful. AI will make this different. Businesses will start to shift from hours and heads to output and outcomes as deadlines get shorter and fewer people are needed to complete projects. Despite procurement's resistance, business purchasers will support the change.
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Edited by Zainab Shaikh
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