You fixed the scope. The client still sets the cost.

Productised services promise repeatable margin on a fixed deliverable, yet the same product delivered twice can cost wildly different amounts. The variance has an address.

By Steve 5 min read
Abstract bridge artwork for You fixed the scope. The client still sets the cost.

A firm productises. The bespoke engagement becomes three named packages with fixed scopes and fixed prices. The proposal shrinks from fourteen pages to two. Sales cycles shorten. Everyone agrees it was overdue. Twelve months on, the margin on the flagship package is 41% on one job and 9% on the next. Same deliverable, same team, same price. The dispersion looks almost exactly like it did in the bespoke days. The average is fine, which is why nobody has looked at it closely. The productisation fixed the output. It did nothing…

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