Why Consultants Should Productize Their Services and How to Do It (Webinar Summary November 2021)

On the 10th of November, 2021, I hosted the seventh webinar in my series titled Why Consultants Should Productize Their Services and How to Do It.

This topic is huge in my discussions with clients and I receive an increasing number of questions about it. How do you take your highly customized consulting services and turn them into packages?

I believe that consultants that offer each client a highly personalized offering are wasting their resources and are on a downward spiral. As a true expert, you should be able to identify a few key pain points that your narrow target market faces and design packages around these pain points. 

In this webinar, I dive into what productization in consulting is and explain a productization model that consultants can implement in their business.

If you didn't have a chance to attend the webinar, I've put together the resources that you can still benefit from:

1. Access to slides and the recording

  • Download the slides here
  • Watch the recording below

2. Here's a short summary of what I talked about

  • I’d never start a consulting project without upfront (paid) diagnosis
  • The output of diagnosis: the roadmap à it’s THE process
  • Start productizing step-by-step (iterate, test, validate)
  • Don’t mix customization with productization, it doesn’t work
  • Sell the total package (steps 1, 2 and 3) but relax: the diagnosis is your Trojan Horse and the starting point for the engagement
  • Pricing: don’t be afraid of premium pricing à client is buying ‘peace of mind’ (he/she takes care of us)
  • Diagnosis: always upfront invoicing
  • You are selling a premium experience: you also need a 5-star process

3. These were the articles/resources I referred to

4. This was the technology I used (disclaimer: I have no commercial connection with these applications at all)

5. My newsletter I talked about

And if you haven't done already, subscribe for the next free webinar. Learn from what I learned in the past decade. See you soon in the webinar!

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