Every project is bespoke. The last twelve were 80% the same.

Service firms defend customisation they don't sell and can't price. The interesting question is which fifth of the work actually varies, and whether it's the same fifth each time.

By Steve 5 min read
Abstract bridge artwork for Every project is bespoke. The last twelve were 80% the same.

Ask a service business owner why they can’t productise and you’ll usually hear a version of the same answer: every client is different. Sometimes that’s true. More often it’s a claim about the sales conversation that has quietly been accepted as a claim about the delivery process, and nobody has tested it, because testing it requires laying the last dozen engagements side by side and admitting how similar they look. The exercise is worth doing precisely because the finding is rarely 100% or 0%. It is usually something like 80%…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

More on Operations

Scroll to Top