Service productisation
Turn work you keep re-scoping into offers with a fixed scope, a clear price and an owner.
I work with IT and technology firms whose delivery is good but whose selling is slow. Together we find the work that genuinely repeats, package it, and give your team what they need to sell it without a senior architect in every conversation.
The delivery is good. The selling is slow.
Most engineering, data and IT firms do versions of the same work over and over, yet treat each one as new.
Scoping takes weeks
Every deal is estimated from scratch, and the prospect has moved on by the time a price arrives.
Two people hold it all
Only your most senior people can scope or price the work, so the pipeline waits on their diary.
Nothing compounds
The eighth engagement costs as much to sell and deliver as the first, and margin swings for no clear reason.
Repeating work gets a product owner
A defined scope, a version, a roadmap and a feedback loop, instead of being reinvented for every client.
What it looks like in your sector
Six areas where I see the same pattern. Open a card to see the offers that fix it.
From discovery to feedback loop
Every engagement starts with discovery, because there is no point packaging an offer before you know which ones actually repeat. The aim is a firm that can run this itself afterwards.
Discovery
Separate the outcomes clients genuinely buy again from the work that only feels repeatable.
Offer definition
Pick the two or three strongest and define each around the outcome, with a fixed core and clear boundaries.
Underlying model
Build the sizing logic and pricing that turn scoping into configuration rather than invention.
Enablement
Get sales and delivery able to quote and run it without a senior architect in the room.
Feedback loop
Keep each offer improving after handover, so custom asks become feature requests, not quiet exceptions.
When this is the wrong answer
Some consultancy work really is bespoke every time, and packaging it makes it worse. Discovery exists partly to tell you which situation you are in. I would rather say so early than sell you a packaging exercise that quietly fails.
Start with discovery
Which of your offers actually repeat?
A discovery separates the work that genuinely repeats from the work that only feels like it does. The repeatable outcome is the candidate, not the variable build behind it.
It starts as a free scoping conversation. If a structured assessment is warranted, that is a fixed-price piece of work you own, whether or not we go further.