The Aboard Podcast Expertise Matters More Than Ever
Mar 17, 2026
They wrestle with how AI shrinking delivery times changes what clients actually pay for. A rapid prototype built in hours left a client confused and sparks a debate about when to demo work. They argue for shifting from hourly billing to value, subscriptions, or licensing. They also explore new team roles where product managers move faster while engineers focus on architecture.
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Rapid Prototype Shocked The Client
- Paul Ford prototyped a data explorer from a zip of PDFs and spreadsheets in about two hours using ClaudeVision and $15 of CPU time.
- He handed the working prototype to a potential client, waited weeks, and the client was confused rather than immediately buying the solution.
Early Polished Demos Create Confusion
- Delivering polished artifacts too early can confuse clients because the solution lacks embedded business needs and relationship context.
- Paul compares handing a finished prototype to bringing a Thanksgiving turkey before deciding the menu.
Signal Reliability Over Flashy Speed
- Build intentional production-grade systems and signal reliability; clients want the radiologist/lawyer to review AI outputs.
- Rich Ciotti warns that if you must explain why it's safe, the sale is already failing.