The “high quality, low cost” positioning is dead. Modern buyers don’t want the cheapest engineers—they want guaranteed outcomes, proven accelerators, and partners who share risk. This 40-slide playbook shows you exactly how to escape commoditization and command premium rates.
If your pitch deck still says “experienced team at competitive rates,” you’re already losing. The middle market is disappearing. You’re either a premium specialist commanding $200-400/hour, or you’re being automated away by AI and offshore competition at $30-60/hour.
This playbook is based on real transformations of IT services firms ranging from $10M to $500M+ in revenue. Every framework has been battle-tested. Every strategy has driven measurable results.
Retail omnichannel platform
RFP response frameworks
You’re tired of competing on price and watching margins shrink. Learn how to reposition your firm as a premium specialist and command 2-3x higher rates
You’re tired of competing on price and watching margins shrink. Learn how to reposition your firm as a premium specialist and command 2-3x higher rates
Before: Generic positioning, T&M pricing, 20% margins, flat growth
Transformation: Verticalized into BFSI and Healthcare, built a cloud migration accelerator, transitioned to fixed-price
Before: Competing with offshore providers, losing deals on price, 18% margins
Before: Losing market share to digital-first competitors, commoditized offerings
Transformation: Built AI-powered delivery accelerators, launched ABM for Global 2000, and thought leadership program
Focus: Strategy and positioning
Key Activities:
Expected Outcomes:
Focus: Accelerator development
Key Activities:
Expected Outcomes:
Focus: Execution and measurement
Key Activities:
Expected Outcomes:
Focus: Market leadership
Key Activities:
Expected Outcomes:
No. The frameworks scale from boutique consultancies ($10M-$50M) to mid-market SIs ($50M-$250M) to large enterprises ($250M+). We include specific guidance for each segment.
No. Staff augmentation can be part of your portfolio, but it shouldn’t be your primary positioning. The playbook shows you how to transition gradually while maintaining existing revenue.
Most firms see initial results (better positioning, higher win rates) within 3-6 months. Meaningful transformation (new IP, premium pricing, vertical authority) takes 12-24 months.
Perfect. The playbook includes a step-by-step framework for identifying repeatable patterns in your past projects and templatizing them into accelerators.
Yes. Most successful transformations are done with existing teams. The key is upskilling, repositioning, and focusing on higher-value work.
Yes. While the playbook addresses the offshore commoditization challenge, it provides a path for offshore firms to differentiate through vertical specialization and IP-led delivery.
That’s often because of how you’re positioned. The playbook shows you how to reframe conversations around outcomes and risk-sharing, making fixed-price and outcome-based models attractive to clients.
No. We recommend 2-3 verticals to balance focus with diversification. The playbook includes a selection framework to help you choose.
Download the complete 40-slide playbook now. Learn the exact strategies used by leading IT services firms to transform from commodity providers to premium partners.
