I don't think it there is an easy solution to change culture.
A good start would be to engage with clients in smaller pieces of work more frequently. So instead of a large contract, try delivering a smaller set of deliverables sooner with renewal to continue the work. That should reduce risk while still allowing for the same or better long term results.
This is the same way we implement continuous delivery but at the end of the day it relies on building trust and responsibility to make sure that we are providing value to customers.
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I don't think it there is an easy solution to change culture.
A good start would be to engage with clients in smaller pieces of work more frequently. So instead of a large contract, try delivering a smaller set of deliverables sooner with renewal to continue the work. That should reduce risk while still allowing for the same or better long term results.
This is the same way we implement continuous delivery but at the end of the day it relies on building trust and responsibility to make sure that we are providing value to customers.