Articulating Value

From Billable Hours to Human Impact

Protecting Revenue in a World of

AI Automation

All professionals are concerned about the implications of AI.


Tasks that once took hours now take minutes. Clients notice, procurement notices and margins tighten.


Yet the most valuable element of professional service has never been time; it's judgement.


This behavioural science training equips professional service firms to thrive in a world where AI handles more of the output, but insight, interpretation and trust remain irreplaceably human.


It empowers people to shift from billing time to demonstrating measurable, memorable commercial value.

The Billable Hour Model Is Breaking

AI and automation will make it challenging to justify fees based solely on time.


But professional services that involve accountability and complex human dynamics can’t be automated.


Clients don’t just pay for what you do. They pay for the confidence you create.


This training provides the tools to:


  • Shift conversations from deliverables to outcomes
  • Articulate value to both decision-makers and procurement
  • Defend margins and negotiate under price pressure
  • Shift internally from case studies about outputs to stories of impact

Reframing Value in the Age of Automation

This behavioural science training programme helps professionals communicate and negotiate value more effectively at every stage of the client journey, from informal conversations to formal presentations and high-stakes negotiations.


Participants learn the following interpersonal communication skills:


  • Connection: Capture attention, build interpersonal comfort and deepen trust.
  • Percieved Value: Understand the heuristics that shape value perception
  • Shifting Focus: From outputs to outcomes, and from outcomes to impact
  • Ethical Influence: Utilise priming, framing, anchoring, biases and nudges.
  • Structuring Narrative: Provide information that reinforces value and differentiation.
  • Storytelling: Use narrative to make messages credible, memorable and convincing.
  • Negotiating: Maintain influence, overcome objections and encourage action.

Delivery Options

Online Only

Hybrid Online & Contact

Coaching Workshop