Why a different approach is needed to monetize the value of digital capabilities: As service providers continue to invest in AI to develop new service lines and transform existing capabilities, a step change is needed across these organizations to monetize the value delivered instantly to clients, particularly in the advisory sector. Traditional contracts, time-based pricing, and the race-to-the-bottom approach won’t work when selling automated services — the focus must be on value and outcomes. Clients simply won’t pay by the hour for AI-driven automation that can be done in seconds. So why are so many organizations racing to create AI capability when there’s as much risk in “low and slow” adoption as there is in moving too fast and getting it wrong? Drawing on extensive experience in technology leadership roles and a strong track record of driving digital transformation in the infrastructure sector, Darren will explain why a different approach is needed to monetize the value of generative AI capabilities. Drawing on concrete examples from Architecture Engineering and Construction [AEC] Consultancies, from sales and marketing to commercials and billing, Darren will reflect on lessons learned, success, failure and enduring misconceptions about AI’s place in this sector.