This is called value-based billing, and while it’s a nice alternative to other billing models in its own right, I don’t mention it here to say that it’s a prerequisite for transitioning toward being an efficiencer firm. Rather, I mention it because it gives you yet another pretext for having the strategic “why” conversation for the project. You can’t attempt to ascertain the value of an initiative without having a strategic discussion. And again, if you explain that the strategic conversation is part of your discovery and quote process, clients will be a lot less likely to take it out of turn.
