How do you go from offering customized engagements for each client to more standardized offerings?
Nothing wrong with customized engagements, but closing sales can become tedious and often long drawn out affairs.
As you get busier with more and more engagements, it may make sense for you to develop standardized offerings. You’ll end up saving hours by avoiding complex proposals. And you won’t need to second-guess how much to charge for each engagement.
But how do you create standardized consulting offerings? Here’s a framework that works for me:
1️⃣ 🔥 PROBLEM
In a custom engagement, your prospect defines a specific problem they’re going through. Your proposal is tailored to their unique situation.
When you design standardized offerings, you choose the problem you wish to solve, based on your deep understanding of market challenges.
To create standardized consulting offerings, take inspiration from physical products. Take running shoes, for example. They’re designed to prevent injuries, offer support and improve athletic performance, among other things. They’re designed specifically for people who like to run.
In order for you to choose a problem to solve, first get clear on whom it is you serve.
2️⃣ 🔥 PAYOFF
What is your ideal client’s dream outcome and how do they measure it?
Do they want to:
❓ Grow revenues to 5X in 2 years?
❓ Create a more diverse and inclusive workforce that ultimately drives attrition rate under 8%?
❓ Create 8-10 new strategic partnerships or joint ventures?
Without a clear outcome or payoff, you’ll find it hard to attract an interested audience. It goes without saying that the outcome you propose must be based off of deep market insights.
The best way to get those insights? Talk to clients and prospects.
3️⃣ 🔥 PATH
Once you’ve clearly outlined the problem you wish to solve and the payoff for your clients, think about how you’ll solve the problem.
What are the exact steps you’ll take to move your client from their current situation (problems) to their desired outcome (payoff)?
4️⃣ 🔥 PERIOD
A tightly defined value proposition for a service offering always includes a specific time period.
How long will you take to deliver the outcome to your client?
⭐ One last thing:
Even though you have a tightly defined offering, you’ll always find prospects that want some customization. To me, that’s fine. As long as 80-90% of the offering is delivered as designed, you’re good. 10% customization is way better than 100% customization.
👉 👉 Interested to learn more about how you can design a repeatable and scalable consulting offering?
Let me know and I’ll send you a 60-min training video, which includes a detailed, real-world consulting offering example I created and sold myself. ✅
Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
Image credit: Miki De Goodaboom