Founder of Upshift, Shawn Yeager, joined me on Ditching Hourly to talk about how AI is killing the billable hour and what professional services firms can do about it. 

Jonathan and Shawn dig into judgment versus execution, what firms should commercialize after AI, why cost-cutting is only the first move, and how agent workflows change what small and midsize firms can do.

• 00:00 - Introduction
• 01:54 - AI and the billable hour
• 03:56 - The judgment sandwich
• 05:19 - Strategy, execution, and hidden value
• 09:06 - Client conversations about AI pressure
• 13:26 - Validating AI output
• 15:29 - Judgment, marketing, and cost of being wrong
• 17:07 - AI transformation and commercialization
• 20:08 - The hard parts big firms still need humans for
• 22:20 - Cost recovery versus new offerings
• 25:35 - Agents as extra employees
• 26:40 - Interns versus chiefs of staff
• 28:44 - Scaffolding agent workflows
• 30:12 - From chatbots to delegated workflows
• 37:00 - AI adoption inside firms
• 42:01 - Closing remarks

Shawn Yeager runs Upshift, a firm focused on helping professional services firms understand what they sell after AI. His career has focused on emerging technology and getting it to market, including work on Microsoft's first browser team, the SaaS/cloud wave, mobile, Bitcoin, and AI. His background is in computer science, and his work has included sales, marketing, partnerships, consulting, Accenture, early-stage startups, and his own ventures. Learn more at upshiftco.com.

• (00:00) - Introduction

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Do you have questions about how to improve your business?

Things like:

• Value pricing your work instead of billing for your time?
• Positioning yourself as the go-to person in your space?
• Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

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I hope to see you there!