My Delivery Certainty Risk Framework
Download my Delivery Certainty Risk Framework to give you a practical framework for choosing the right commercial model based on delivery certainty
For a long time, I've been trying to find a simple way to explain how consulting firms can think about pricing risk. Not just how much to charge, but why different engagements deserve different commercial models.
After countless revisions, I've landed on something that I feel might be useful: my Delivery Certainty Risk Framework. The ideas are not unique, but I think how I have put this together is.
Like most good frameworks, I expect this one will evolve as it's tested and played with by you. Version 1 captures an important idea that delivery certainty should influence how we think about commercial risk. It provides a simple way to think about when Time & Materials makes sense, when Fixed Price is a better option, and how risk shifts between client and consultant.
I originally built it with engagement managers, practice leads and firm owners in mind, because they're making pricing decisions every day. But I think it could also help consultants who want to build their commercial acumen. Understanding how firms make money, manage risk and structure engagements is an important step in becoming a more rounded consultant.
If you're a ConsultantCafe paid member, you can download the framework from the ConsultantCafe shop free today as part of your membership (link below). I ask but one thing; can you provide your feedback on the framework so I can improve future editions.
For everyone else you can buy it now. Or become a member to get it (and other IP) free.
This framework is an experiment in another sense too. I want ConsultantCafe to become a place where practical consulting ideas are shared, challenged and improved by the community. If this framework sparks a conversation or helps you think differently about an engagement, then I'd love your feedback. Drop a comment below.
My Delivery Certainty Risk Framework is freshly brewed. If you’re a paid subscriber, your copy is already on the house. If not, you can buy it now for an introductory price of $50. Or become a paid subscriber to get it free.
