Core idea
Advisory work can be valuable and still hard to explain. That is usually a packaging problem, not only a pricing problem. The client needs to understand the situation, the scope of work, the decisions being supported, and the output they can expect.
A package should make the work legible without reducing it to a commodity. The goal is to define enough structure that the client can say yes with confidence and the team can deliver consistently.
Package shape
- Problem: What recurring client situation does this solve?
- Inputs: What information, documents, or decisions are needed?
- Work: What review, analysis, planning, or coordination will happen?
- Output: What will the client receive or understand by the end?
- Follow-through: What happens after the recommendation or meeting?
A strong package does not promise certainty. It promises a clearer path through a specific kind of complexity.
Questions to answer
- What makes this work valuable to the client?
- What makes it costly or complex to deliver?
- What should be standardized, and what must remain customized?
- What is the smallest useful deliverable?
- How will the client know the engagement created progress?