The productised offer launched in January. Every client still gets something custom.

Fixed-price packages rarely fail at the point of sale. They fail three weeks into delivery, and for reasons the price list can't fix.

By Steve 5 min read
Abstract bridge artwork for The productised offer launched in January. Every client still gets something custom.

A service business decides to productise. The offer gets a name, a fixed scope, a fixed price and a landing page. Clients buy it. And then, quietly, delivery reverts: an extra workshop here, a bespoke report there, a data migration nobody costed. Twelve months on, the product line exists on the website and nowhere in the delivery calendar. Margins are the same as before, or slightly worse, because the price is now capped and the work isn’t. This is the most common failure mode in productisation, and it is almost…

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