You fixed the fee. Nobody fixed the inputs.

Productising a service moves delivery risk onto your side of the table, while the largest driver of that risk stays firmly on the client's.

By Steve 5 min read
Abstract bridge artwork for You fixed the fee. Nobody fixed the inputs.

A firm packages its service into three tiers. Fixed fees, published scope, a standard delivery sequence, a scoping call replaced by an intake form. Twelve months on, average margin is roughly where it started, but the spread has widened. A handful of engagements earn far more than they used to. A handful lose money in ways that time-and-materials billing never allowed. The average looks fine. The distribution has become a different business. This is the most common outcome of productisation, and it is not a failure of execution. It is…

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