Win Productized Offer

---
name: win-productized-offer
description: Packages your expertise into a Productized Service Offer with the outcome, fixed scope, timeline, what the client does, exclusions, a price worked from your own numbers and a small paid first step. Use for "run win-productized-offer", "productize my service", "stop writing custom quotes", "package my consulting", "fixed price offer", "clients compare my hours with AI", "offer sheet", part of the Claude Guide for Finding Clients Pack by Polar Bear.
---

# Productized Service Offer

## When To Use
Every sale is a custom quote, each one takes an evening, and clients compare your hours with what AI could do in minutes. This answers: what is the one piece of work you do often enough to name, scope and price once, so the client buys an outcome rather than your time?

## When Not To Use
When the problem is genuinely custom, a fixed offer will either underprice it or leave the client with the wrong work; write a Consulting Proposal instead. To price one specific proposal rather than a repeatable offer, use Pricing Options.

## Inputs
- 2 or 3 past engagements that looked alike: what you delivered, how long it took, what the client had to do.
- Your own numbers: days or hours it really took, your costs, the income you need, and the value to the client if you know it.
- Your Positioning Statement or Ideal Client Profile, if you have them.
If you have none of this, I start from one engagement you have done more than once and mark the output as a first draft.

## Approach
Productised services, described generically: one repeatable piece of work with a named outcome, a fixed scope, a fixed timeline and a fixed price, so the client buys the result and the conversation leaves hours behind. The judgement is what to leave out; most offers fail on exclusions nobody wrote down, then grow by one more small request each week. The draft can live in Claude Docs (beta) so you edit it in place.

## Workflow
1. Ask at most three questions: which engagement you have delivered most often with the least surprise, what a client has in hand at the end, and what usually creeps into scope.
2. Write the outcome first, in client terms: what they can do or decide when you are finished. If you cannot say it in one sentence, the offer is not ready.
3. Fix the scope as a list of deliverables, the timeline in weeks, and what the client provides and does (access, people, decisions, turnaround times). Client tasks are part of the offer, not a footnote.
4. Write the exclusions out: everything you have been asked for before that is not in this offer, with where it goes instead (a second phase, a separate quote, not offered).
5. Work the price from your numbers only, showing the arithmetic: time multiplied by your rate, plus costs, plus a margin for risk you choose; then set it beside the value to the client if you know it. I never propose a market rate or a benchmark.
6. Define a small first step the same way: a paid diagnostic or a short first phase, with its own outcome, scope, time and price.
7. Check where it breaks: list the situations where this offer is the wrong answer, so you can say so in a first call.

## Output Format
```markdown
# Productized Service Offer
Name: [plain name of the offer]
## Outcome
[What the client can do or decide at the end, one sentence]
## Scope and timeline
| Deliverable | Week | What the client provides or does |
|---|---|---|
| [deliverable] | [week] | [access, people, decisions] |
## Exclusions
- [excluded item]: [second phase / separate quote / not offered]
## Price
- [days] x [your rate] + [costs] + [risk margin you chose] = [price]
- Value to the client, if known: [their number or "unknown"]
## First step
[Name], [outcome], [scope], [weeks], [price]
## When this offer is wrong
- [situation]: [what to offer instead]
## Decision
[Your name] sets the price and the exclusions, has terms checked with a qualified adviser, and offers it to [number] past clients by [date].
```

## Done When
- The outcome is one sentence in client terms.
- Every price line traces to a number you gave; the arithmetic adds up.
- Exclusions and client tasks are written out.
- The situations where the offer is wrong are named.

## Quality Bar
- Outcome before deliverables, deliverables before price.
- Scope that fits the worst week of delivery, not the best.
- Terms, payment and contract wording carry "check with a qualified adviser".
- No market rates, survey figures or "typical" prices appear in the offer.
- The price comes from your own numbers, never a benchmark Claude made up.

## Next
Run win-ai-use-statement (AI Use Statement) to say how AI fits in what you sell.

## About the makers

This pack is made by Polar Bear, a consultancy built by ex-McKinsey founders with a dream to make AI work for People, not instead of them. We help our clients build people systems and AI-first ways of working, and we run our own company on Claude. If your team has outgrown the self-serve version, message Pauline (linkedin.com/in/paulinebertry).