The first thing you need to do in order to start having these conversations is to put on your sales hat and articulate what you offer. It can’t be your labor. It has to be your expertise in making something more efficient. This will most likely take the form of a productized service. A productized service is a sort of pre-baked consulting solution to a tangible problem. For instance, consider the example problem to which I have referred a few times: an organization thinking a website will allow them to fill many times more orders than they currently can. Instead of making your selling point
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