The service has three tiers. Every delivery is still bespoke.

Productising a service usually starts with the price card and stops there, which is the one place it produces no margin at all.

By Steve 5 min read
Abstract bridge artwork for The service has three tiers. Every delivery is still bespoke.

A familiar sequence: a firm decides it is tired of quoting every job from a blank page. It writes three packages, gives them names, puts fixed prices next to them and rebuilds the website around them. Sales gets easier almost immediately. Buyers decide faster, discovery calls shorten, the pipeline looks tidier. Twelve months later gross margin is exactly where it was, or slightly worse. Nothing went wrong with the packaging. The problem is that the packaging was the only thing that changed. The work behind tier two is still assembled…

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