Outcome Based Selling is becoming more important as AI makes technology services faster. But according to Luiz Cieslak, faster execution creates a problem: neither fixed scope nor time and materials necessarily rewards both sides fairly. If AI can turn a six-month project into three months, who actually benefits? In this conversation with Harry Kendlbacher, Luiz Cieslak, SVP of Healthcare & Life Sciences at CI&T, explores risk sharing, AI-driven delivery, and why changing the commercial model also requires a different sales mindset. For Luiz, consultative selling cannot simply be another item in the sales playbook. Sellers need to understand what customers are actually trying to achieve, look beyond the initial ask, and build the right commercial construct around the outcome. What We Cover:
• Why AI is challenging traditional fixed scope and time and materials models
• How risk sharing can create a different kind of customer partnership
• Why changing the commercial model requires a different sales mindset
• Why consultative selling means understanding what is beyond the customer's initial ask
• Why customer attention and mental bandwidth may be the real constraint in modern B2B selling ⏱️ Timestamps
00:00 Why AI Is Changing Technology Services
04:00 Fixed Scope vs. Time and Materials: Who Takes the Risk?
06:41 Why AI Changes the Economics of Traditional Models
08:01 Customer Pushback on New Commercial Models
15:22 Why Consultative Selling Has to Become Second Nature
19:52 Outcome Based Selling and the Value of Customer Attention About Luiz Cieslak
Luiz Cieslak is the SVP of Healthcare & Life Sciences at CI&T, with extensive experience across the IT industry, including technology systems development, Agile methodologies, and global project and team management. He has worked with Fortune 50 companies in complex enterprise environments, with a focus on digital marketing engagements and process optimization. Connect with Luiz on LinkedIn: https://www.linkedin.com/in/luizcieslak/ 📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download the whitepaper “You’re Entering the Deal Too Late”: https://globalperformancegroup.com/resources/#papers
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com 🎥 Watch the Full Conversation
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