How you package your services determines your strategy.
User Led Services:
- Client dictates the work to be done
- Client dictates the volume of work
- Usually sold on low priced retainer or subscription
- Commodity positioning – selling “the work”
- Internal systems optimized for delivering work (efficiency)
- Easy to price shop or replace with a software
Expert Led Services:
- Expert collaborates with client but ultimately determines the work to be done in order to get the outcome for the client
- Volume is irrelevant since it’s based on providing solutions
- High margin and high priced
- Not for everyone – selling a transformation
- Internal systems optimized for solving same problem in new ways (innovation)
- Hard to replace
How are you packaging your services?