Who is the “expert”? : Outcome-based services

• In this type of relationship, the buyer is heavily reliant upon the advice of the provider/partner

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• For example, the buyer might state … “…we need to reduce costs by 30% [within 24 months] and whilst we have our own ideas, we’d like you, the provider, to look at these …

• … identify from your own experience and expertise, the most effective manner we can achieve those cost savings …”

• In this specific example, the buyer contracts the provider for the business outcome, rather than the “input or outputs” of the activities or resources necessary to achieve the outcome