The service is productised. Delivery still starts with a blank page.

Naming an offer and fixing its price is the easy half of productisation. The half that decides your margin happens after the client says yes.

By Steve 5 min read
Abstract bridge artwork for The service is productised. Delivery still starts with a blank page.

A firm decides to productise. The website gets three named packages, each with a scope box and a price. Sales gets easier: buyers can compare, decide faster, and self-select. Everyone agrees it was overdue. Then the work arrives, and the delivery lead opens a blank document. The scoping conversation is improvised. The sequence of steps depends on who is running it. The artefacts get rebuilt each time because last time’s version is in someone’s folder. Two engagements sold under the same name and the same price consume wildly different amounts…

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