How to Package Consulting Services for Clients

My recent work for a new client inspires today’s Tuesday Tip. This client is totally brilliant and usually business-savvy. Yet, she constantly encounters problems with her clients about the scope of the services she is supposed to perform for them. When I looked at a few of her contracts, I saw the problem immediately: she defined the scope of her services too broadly, which confused her clients and did not manage expectations. Let’s take a look at the language she was using: 🚫 Too Broad: "Service Provider agrees to perform consulting services as needed for the Client." 👉 Why This Is Problematic: This clause is vague and leaves the door wide open for misunderstandings. What kind of consulting services? How often? What deliverables are expected? Broad language like this creates significant risk for scope creep, unmet expectations, and even disputes. Instead, I drafted some different language for her to use: ✅ Specific and Clear: "Service Provider agrees to provide up to 10 hours in the next 2 months, starting on the date of this Agreement, of business strategy consulting, including: (1) developing a written quarterly business plan for next quarter; (2) a Zoom call advising on the current quarter's written marketing strategy provided by Client; and (3) reviewing next quarter financial projections with feedback provided in writing." 👉 Why This Works: This clause clearly outlines: Scope: What services will (and won’t) be performed. Limitations: Time is capped at 10 hours for two months. Expectations: Deliverables and required client actions (e.g., written, via Zoom) are defined. By being specific, both parties know exactly what’s included, which minimizes confusion, protects you from being overburdened, and reduces the risk of disputes. 💡 Pro Tip: The clearer your contracts, the more professional and trustworthy you appear—and the better protected you’ll be. Take the time to get it right, or work with someone who knows how to do it for you. *For educational purposes. Does not constitute legal advice.

Are you a service business struggling to close deals? It's time to rethink your approach. Many service businesses excel in their areas of expertise—whether managing marketing strategy, handling financials, or providing specialized consulting. But when it comes to closing deals, there's a disconnect. Why? Clients don't buy your process. They buy results and value you bring them. Many businesses make the mistake of focusing too much on their expertise, making it harder for clients to say "yes." What if, instead, we shifted our mindset to focus on solving client problems creatively, anticipating needs before they even arise? That's where the magic happens. Enter productization. Productization transforms complex services into easy-to-buy packages, just like physical products. At Bolt Marketing, we've seen firsthand how this approach can streamline the sales process, turning expertise into structured offerings that are easy for clients to understand and purchase. This practice has added thousands in monthly revenue for our clients. Benefits of Productization: • Simplifies the sales process • Improves close rates • Helps leads qualify themselves • Enables upselling and downselling • Leaves room for custom quotes • Frees up time and bandwidth to focus on results Package Structure Wireframe Example: • Small: Basic access to expertise on a monthly or quarterly basis • Medium: Expertise + core services • Large: Premium access with expanded services • Custom: Tailored for larger clients with specific needs • A la carte: Add-ons that enhance core offerings Once your services are packaged, the next step is to fine-tune them to match specific client pain points. This could mean developing packages for a specific industry or experimenting with new offerings. The goal is for your client to say, "Wow! This feels like it was made just for me." While productizing services takes time, the payoff is worth it. You'll expedite your sales process, gain deeper clarity on client needs, and make it easier to train your team. Your offerings will always evolve, but by demystifying your service delivery, you'll create a clear path for clients to solve their problems—and for you to close more deals.

Feeling spread thin in your nonprofit consulting business? It might be time to streamline your offers. Whether you’re just starting out or you’ve been saying yes to everything for years, it’s easy to fall into the trap of custom-scoping every project. But trying to serve everyone in every way is a fast track to burnout. Instead, consider building a ladder of support: three tiers of service that meet clients where they are and guide them through your most impactful work. Here’s a simple way to structure it: 1. Foundational Tier ($500–$1,500) What it is: Quick-win, low-commitment offers that take no more than 10 hours. These are great for new clients who want a taste of your work or aren’t ready for a full engagement. Purpose: Build trust, show value fast, and create a natural lead-in to bigger projects. Examples: A database audit evaluating data quality, segmentation, and tracking practices, with prioritized recommendations. 2. Core Tier ($2,000–$4,000) What it is: Your signature package. This is the structured service you want to be known for, where you solve a focused problem with a repeatable process. Purpose: Deliver transformation with boundaries. No custom scoping. Just clarity and results. Example: A 2-week prospect research sprint identifying and prioritizing major donor leads, with a custom briefing deck or action plan. 3. Comprehensive Tier ($5,000 and up) What it is: This is your high-touch, high-value support for clients who want deep partnership and capacity-building over time. Purpose: Create consistent income and long-term impact without constantly reinventing your services. Example: 6-12 month retainer as a fractional development or communications director. Why this works (for you and your clients): 1) You simplify your business 2) You protect your time 3) Clients know exactly how to work with you Whether you're just launching or feeling stretched in year five, this framework helps you productize your expertise and scale sustainably. You don’t need to offer everything. You need three clear ways to help, aligned with your strengths and your clients’ needs.