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Business Model Design

Selling Implementation Like a Strategist

Most people doing implementation work think they’re being paid for the deliverable. You’re paid for a business outcome — and once you establish the objective, how it will be measured, and what it’s worth before scoping anything, both the pricing and the scope stop being arguments.

What this session covers

  • The mindset shift from tactical outputs to business outcomes, and the return calculation your client is actually making
  • Paid discovery and roadmapping — when to use it, what goes in it, and what it does to the rest of the engagement
  • Productized versus custom engagements, and why only one of them needs discovery
  • Why fixed price beats hourly for fixed scope, and how to anchor price on value
  • Handling out-of-scope requests, managing scope creep, and keeping wiggle room in your fees
  • Selling advisory while still doing done-for-you work — including whether to put it on a separate site
  • The signals that mean you’re ready to transition from implementation to advisory
  • How to run that transition without dropping your current clients or income

Included with the Library

This session is one of 37 workshops in the Indie Strategist Library, along with the Advisor Operating System templates and the private community. One payment, yours for good.

Get Lifetime Access — US$499 One-time payment · 30-day guarantee

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