Luke Durack, I’ve tried now a few times the concept of the proposal with the 3 options of services packages, which I believe is a variation on the concept of productizing our services, and I have had very positive results.
I think overall the change in strategy is basically that this way we give the clients options in what services they want to have, whereas before, I would focus on sending a proposal that would include a long list of services included, thinking this would impress the client, but at the end of the day, the client would always negotiate the price down no matter what.
This way I give them the option to choose a price level, but it is up to them to make the decision if they are willing to receive less services or not. In my activity, they haven’t chosen to receive less services, so they go for the top package.
