Captain’s log, stardate 20190603
Sent by Jonathan Stark on June 4th, 2019
It’s hard to think of a bigger bastion of hourly billing than the legal profession, right?
Well, check this out…
One of my private coaching students sent me a link to this law firm that has totally drunk the Koolaid re “Hourly Billing Is Nuts”:
Westaway—Legal services for social entrepreneurs
If you visit Westway’s pricing page, what you will find is a list of what I would refer as productized services.
Here’s a quick definition from my student glossary:
Productized Service—A fixed-scope high-touch service that you offer at a published price. It’s fundamentally a service, but with product-like benefits that allow you to optimize the packaging, pricing, marketing, sales, delivery, and follow-up.
Productized services are great because they allow buyers to self-select. This decreases the need for you to have highly developed sales skills. At most, a prospect might email you to ask which productized service would be best for their situation… but most of the time they just pick one and buy it.
Here are a few more great examples of productized services in the wild:
If a lawyer - and a marketer and dev shop and a design firm and an analytics expert - can do this, so can you.