This study analyzes the evolution of policies and programs for Payments for Environmental Services - PES in Brazil and discusses the implications of prevailing models for reconciling conservation and development. PES emerged from initiatives of productive diversification and agroecological transition. However, its institutionalization in public policies favors a convergence towards forest conservation and restoration. This shift is related to: 1) the priority given by the Federal Government to deforestation control; 2) the expectations around REDD funds; 3) the proposal to include PES in the Brazilian Forest Code. This trend coincides with the use of satellite images to monitor land-use, which produces a binary representation of the landscape. This justifies conventional models of agricultural intensification and nature protection, which do not take into account the provision of environmental services through traditional agricultural practices. Therefore, access of farmers to PES is contingent on their access to scientific-technical networks that structure local institutional arrangements.