Intro
If you’re a consultant or service business, you know the limits of trading hours for euros. The easiest path to scalable revenue is productizing what you already deliver: packages, playbooks, subscriptions. This post explains the step-by-step path and concrete pricing examples.
Step 1 — Identify repeatable value
Look at 12 months of clients and list three things that repeat: onboarding process, core deliverable, reporting cadence. Those are your productization candidates.
Step 2 — Package the work into outcomes, not hours
People buy outcomes. Convert your hourly work into 3 package levels:
- Starter — results-focused, short-term, fixed deliverable (e.g., a 4-week cashflow tune-up).
- Growth — multi-month engagement with measurable KPIs (e.g., reduce burn by 15%).
- Premium — subscription + advisory + priority support.
Step 3 — Price with a simple formula (example)
Start from cost + margin approach:
- Example: Deliverable cost (team time, tools) = €1,200. Desired margin = 40%.
- Margin calculation: 1 − 0.40 = 0.60 → price = cost ÷ 0.60 = €1,200 ÷ 0.60 = €2,000.
This ensures the price covers costs and leaves the margin you want. Adjust for market willingness to pay.
Step 4 — Build onboarding & delivery playbooks
Turn the work into a checklist so juniors can deliver it with predictable quality.
- Onboarding checklist (first 7 days) — data access, kick-off call, 3 priority issues.
- Week-by-week delivery template — what is delivered and when.
- Handover notes & upsell triggers.
Step 5 — Create a low-friction sales funnel
- Free asset (worksheet, 30-minute audit).
- Automated email sequence with case studies and pricing.
- Discovery call script that focuses on outcomes (not time estimates).
Step 6 — Measure ruthlessly
Track: conversion rate of audit → paid client, time to deliver, customer satisfaction score. If delivery takes longer than your cost model predicted, your price is wrong or your playbook needs work.
Real-life growth levers (practical)
- Convert 10 one-off clients charging €2,000 into a €300/month subscription: if 3 convert, that’s +€900/month recurring.
- Use onboarding to identify product gaps — often the same request recurs and becomes a new feature.
CTA
RM Advisory runs productization sprints: we help you define packages, price them, and build the first delivery playbook.
