Three high‑leverage, commercially realistic approaches Big Consulting could take to maintain relevance and protect billings

mickbrawn
Jun 1
2 min read

1. Pivot from “billable hours + juniors” to an AI‑augmented, senior‑led expertise model

Core idea: Doubles down on what AI cannot replace, i.e. human judgement, sector experience, crisis navigation, and trusted relationships, while using AI to eliminate low‑value work.

Why this fits the current AI environment

Clients now expect AI to automate research and analysis, eroding the traditional junior‑heavy model Current page.
Clients increasingly pay a premium for experienced consultants who have “been in the room when deals go wrong” (Ref)
Junior roles are being cut across the sector as AI replaces their tasks

Potential Options

Rebuild delivery teams around small, senior pods supported by proprietary AI copilots.
Introduce AI‑accelerated delivery guarantees (e.g., “48‑hour insights turnaround”).
Sell judgement‑based advisory retainers rather than time-based billing.
Position partners as “embedded strategic allies”, not deck‑producing vendors.

Commercial impact

Protects premium pricing.
Reduces delivery cost base.
Differentiates Consulting from boutiques and in‑house teams.

2. Become the global leader in AI governance, AI assurance, and responsible AI operating models

Core idea: Leverage regulatory, risk, and audit DNA to own the emerging market for AI oversight, compliance, and trust frameworks.

Why this fits

Clients are already turning to consultants for help with how to use AI before rolling it out internally.
AI adoption is accelerating faster in-house than in agencies, creating a need for external assurance.

What could be done

Build a global AI Assurance Practice (similar to cyber or ESG).
Offer certification-style services:
- AI risk audits
- AI model transparency reviews
- AI governance frameworks
- AI regulatory readiness (EU AI Act, APRA CPS 230, etc.)
Develop industry-specific AI control libraries (health, finance, energy, government).
Partner with major AI vendors to become the “trusted verifier”.

Commercial impact

Creates a new, defensible revenue stream.
Aligns with consulting brand strengths (trust, compliance, risk).
Positions as indispensable even when clients build AI in-house.

3. Build a hybrid “AI + human” managed services model that replaces traditional consulting

Core idea: Shift from episodic advisory to always-on, AI-powered managed services that clients subscribe to, thus blending automation with human escalation.

Why this fits

Clients are moving work in-house because AI makes it cheaper and faster.
Budgets are tightening and clients want predictable, value-based spend.

What could be done

Launch AI-enabled managed services for:
- continuous compliance monitoring
- real-time financial analytics
- automated reporting
- workforce optimisation
- supply chain risk alerts
Provide tiered subscription models (AI-only, AI + analyst, AI + senior advisor).
Use global scale to build proprietary AI platforms that boutiques cannot match.

Commercial impact

Converts volatile project revenue into recurring revenue.
Locks in long-term client relationships.
Makes consulting part of the client’s operating system, not an optional consultant.

The strategic pattern across all three approaches

The path to relevance is not “more AI tools”. It’s rebuilding the business model around what clients now value: