Lawyers are about to feel what public SaaS companies started to understand in recent months. And it will not stay with them.

Customers are already demanding pricing models that tie value, outcome, and payment together. When the cost of execution approaches zero, it is hard to justify pricing by effort.

In a TheMarker piece on AI entering the legal world, they quoted part of a talk I gave at an ACC conference: lawyers need to start thinking about how to bill clients not by hours, but by their ability to deliver value to the deal.

But this does not touch only lawyers. Every person and every company has to choose whether to evolve with the technology and the market, or stay behind. In the AI revolution, that choice becomes, in practice, a process of natural selection.

The differentiation moves elsewhere: who actually creates value, and who is willing to be measured on it.

Lawyers are next in line, and it also shows in Anthropic's jobs analysis. But it will not stop at lawyers. It will reach most white-collar work.

It is a threat. But mostly an opportunity. Founders are already redefining how entire industries operate, changing the value model for the customer and the labor market with it. Alongside the layoff waves, the companies building the next stage will create opportunities for whoever adopts AI as part of their daily work.

The part I love most in my job is meeting, every week, founders who are redefining the future. Thinking about the future is a kind of escapism, while the present feels this unhinged.