Don't Price Based on Time and Materials | Jackie Gant

Jackie (Simens) Gant, CEO of Bond Consulting Services, joins The RevGenAI Podcast to talk about SMB modernization, Microsoft ERP consulting, and how professional services firms can build trust while using AI.Jackie explains why SMB buyers make decisions differently than enterprise buyers, how BCS uses out-of-the-box Microsoft AI features to create low-risk first wins, and why partner-to-partner referrals can beat another hour of direct-volume outreach.The strongest thread is pricing. For technical professional services, Jackie sees pure time and materials losing ground to fixed-fee, value-based, and outcomes-based models because buyers want clarity on what changes for their business and how fast they can get there.