Request for Proposal: How to Close Clients without the Custom Proposal Process

A productized service is a pre-packaged consulting solution solving for one specific problem. Click here for the full training - http://covetedconsultant.com/free

Specific benefits of creating a productized service

Eliminate charging by the hour. Counting billable hours feels like nit-picking. Chasing client invoices feels like badgering. However productizing your services opens the door to value based pricing which is better than both.

No more RFPs or custom proposals. Writing proposals and discovery meetings are two of the biggest bottlenecks for service based companies. That’s a lot of effort just to have a prospect respond with the message, “We’ll get back to you if we are interested.” Productizing your consulting services puts that time back into the hands of you and your team.

Shorten the sales cycle. Consulting is an intangible service that can’t be seen or touched. This is scary for prospective clients because they won’t know what they’ve bought until after they’ve purchased. This fear delays the purchase decision. However if your choice to productize and specifically define the elements of your consulting make it much easier (and safer) for a client to say yes.

Manage scope creep. How many “favors” does a client ask of you during a typical engagement? How many times do you “play nice” and honor the favor? How much does it cost your business to honor all of these favors? You’ve got to get your projects back under control. Productizing establishes a clear scope of work up front so both parties understand the commitment.

Scale! Focusing on a specific service allows you to create the systems, processes, and necessary support to be excellent. Your service is no longer based on your random creative brilliance. It’s now based on your systematic, repeatable brilliance. You can’t scale what you can’t repeat. Think about that for a minute.

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Видео Request for Proposal: How to Close Clients without the Custom Proposal Process канала CovetedConsultant