AI & Training Team

FDE Business Development

By Tommy Shum · Master Concept · 30 October 2026

What we will cover

Agenda

In-house

Internal delivery & funding

AI & Training Team Structure
Every team now runs on something we built
Funding the team

Client-facing

Go to market

How a company makes money from FDE
The decisions ahead

Who we are

AI & Training Team Structure

Zorro Cheng

Business Development Director

Training & Sales

Delivery fee

Jane Cheung

Business Development Trainee

Part-time Trainer

Delivers training

Client-facing

Training Delivery — AI & Google
Training Sales & Administration
FDE Business Development

AI-Native Development

Retaining fee

Tommy Shum

~~Digital Marketing Specialist~~

AI-Native Development Team Lead

Role & package review

Justification

Scope — hired for marketing; now leading 4 people and the apps 5 teams run on
Cost Saving — F&O cashflow problem resolved; in-house CRM replaces HubSpot (~US$180k / year)
Revenue — building the FDE offer, and packaging our in-house apps for sale
Proven productivity — delivering what more than 2 staff would
Market — benchmarked to an AI engineering team lead, not the original role

Alfred Lau

Agent Builder Trainee

Cathy Zhong

Agent Builder Trainee

Daniel Choy

Agent Builder Trainee

Esther Wan

Agent Builder Trainee

In-house

AI Enablement — adopt AI, improve productivity
Internal Solution Development — solving real problems

Client-facing

Technical Support — training material and demo
FDE Solution Development & Delivery

Internal delivery

Every team now runs on something we built

Marketing 8

Project 8

Lookout

HR 4

Finance 2

Admin 2

Live Building Planning

Funding model

Funding the team

F&O

In-house development

Support & Maintenance
New Solution Development

Live requests

MCBMS→

Finda Cloud→ Freshworks

ELS

EIP

Retaining fee~HK$100k / m

Google Team

Sales & training

Sales support
Training delivery, material & demo

They hold the customer contract — we deliver under it

Delivery feerate to agree

AI-Native Development

3 → 5

Training & Sales

Business model

How a company makes money from FDE

FDE is not man-month consulting. It is the lever that moves high-value software contracts and usage.

Drives enterprise subscriptions

License / ARR Driver

Early on-site work is treated as investment, sometimes delivered at cost. Breaking open the client’s data buys multi-million-dollar annual subscriptions.

Palantir

Salesforce

Master Concept

Grows API and cloud consumption

Usage-based Revenue

A pilot burns almost no tokens. Once the system reaches production, agents running every day drive exponential API and compute spend.

OpenAI

Anthropic

Google Cloud

Master Concept

Deployment fees and outcome share

Deployment & Outcome-based

A substantial fee up front, or pricing tied to results — a share of the cost saved or the revenue added by the work.

Palantir

Master Concept

Feeds the product and the models

R&D Leverage

Real edge cases return to product and research. Once one becomes a standard feature it sells to every later client at near-zero cost.

Anthropic

OpenAI

On the table today

The decisions ahead

FDE pipeline

01They train with us

02They leave wanting more

03We deploy

04Consumption grows

Every training customer is a qualified lead we have already met.

What do we sell?

The engagement itself, or the consumption behind it? The price, the contract and the headcount all follow from this one answer.

How do we price it?

A deployment fee, a share of the outcome, or enter at cost and trade that for the consumption that follows.

How is reward structured?

Fixed salary, or partly linked to outcomes — and how is that balanced across sales and delivery?