Clients push consultants to accept outcome-based fees

Companies chasing the uncertain promise of AI are pressing consulting firms to share risk, prompting a shift toward outcome-based fees. Firms including Boston Consulting Group and Accenture are increasingly moving projects to arrangements that pay for results rather than fixed or hourly rates.

Fee structures generally fall into two buckets. Fixed-fee engagements are scoped and priced up front for the whole project. Risk-based pricing requires a minimum upfront payment, with the remainder tied to agreed outcomes such as cost savings, bottom-line impact, stock-price goals, or efficiency gains.

The change comes as firms take on more complex AI transformations and roll out internal tools to speed work. McKinsey uses an in-house generative-AI chatbot called Lilli; BCG offers slideshow editors like Deckster and custom GPTs; Deloitte, Accenture, and KPMG are automating rote tasks.

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