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!

Luk Smeyers

Hello, I’m Luk Smeyers and I’m guiding consultants through the journey of growing their business by helping them transform into visible authorities.  I have been in consulting businesses for almost 20 years, in very different roles: as European CHRO in a global consultancy, as a startup founder in an analytics consultancy, and as a leader in a 'Big 4' consultancy, post-acquisition of the startup. I had the privilege of achieving global visibility as a consultant and I never had to sell, persuade, or negotiate as a result. I have now bundled all those experiences, expertise, know-how, research, reading, successes, struggles, and failures from managing and growing that visibility in the past years. 

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