We're working on a value based model for our consulting firm (hint - it only works for people who are actually good at what they do). The problem is how you calculate the savings/benefit. In many cases what you deliver isn't driving savings, but is a necessity for the business to operate. In the past my company has done a few contracts where they were awarded bonuses if our consultants adhered to the values of the company they were contracted to. But then again, you're trying to quantify a qualitative aspect of delivery.
Not easy to do, and Finance/Procurement doesn't like it.
The benefit with the value based model is you need to know your stuff to price it right for everyone. It's easy to consult a client once, hard to do it over and over. You're only as good as your last few projects and the best you can do in business is win some favor, loyalty rarely exists. Most of my clients have been with me for 4-10 years. They do my intros and referrals.
Pricing wise, sometimes when I'm asked to do something, I find out how long the task is taking an employee right now. Other times I come across a waste myself. Employees are quick to tell you their biggest mundane pains.
I estimate how many hours per week/year it takes, estimate their percentage of yearly salary towards, cut it down by 20% and use that as my value estimate on what to base it off.
It's realy compelling when you can walk in with a conservative cost of $X,000 a year for a particular task in a department and offer to get rid of it forever for 20-30% of it. It takes writing up a business case, having managers and employees sign off on it, and the trust and a track record to get it done. The customers that I've earned the trust of typically just tell me now to make sure I have a business case signed off on file and quit wasting the management's time with approval, and just report what I got done.
Screw that up once, and I'm toast. Keep it right, and it's good for everyone. Kind of like hiring a Lawyer and Accountant to get the details right. Would you lose your mind if your lawyer or accountant forgot a detail on your mortgage or accounting? Probably not. I just try to remember that's how much I'm being counted on and it definitely can have it's ups and downs.
I have worked Small up to medium enterprise (low billions) and nothing makes them happier when you can talk their language -- getting more done with the same staff.
My heart, though, is in SMB, there's nothing quite like it.
You sound like someone who others may want to follow up with off-line. Please put some contact info in your profile. (Hint: the "email" field in your Hacker News profile is invisible. You also have to put it (in some form) in the "about".)
I recently discovered the collection of your posts and find myself nodding like a bobble-head. The like-mindedness on HN is a great feeling to be a part of and contributing to after lurking for far too long.
I have added publicly viewable contact info to my profile. Slowly but surely learning how things work around here. :)
Not easy to do, and Finance/Procurement doesn't like it.
Disclaimer - I work in large enterprises. YMMV