Your Offer Is Your Positioning: Selling in the Post Scope Era

Resources:
Services Stack:
https://dogoodwork.substack.com/p/the-service-stack-what-remains-when

The New Value Quadrant
https://dogoodwork.substack.com/p/the-new-value-quadrant-how-to-price

00:00 Budgets Tighten Up
01:54 Entering Post Scope Era
03:51 Outcomes Over Deliverables
05:36 Scope Creep vs Partnership
06:41 Clients Buy Safety
09:33 Who Cares Positioning
11:17 Offers Communicate Value
15:46 De Risk The Journey
20:23 Underpricing Backfires
22:27 Return To Bespoke
24:06 Belief Is Differentiator

The New Value Quadrant: How to Price Consulting & Agency Services in the Agentic Era

Read this on the newsletter:
https://dogoodwork.substack.com/p/the-new-value-quadrant-how-to-price

Services Stack
https://dogoodwork.substack.com/p/the-service-stack-what-remains-when

00:00 AI Is Deflationary: The Pricing Squeeze Hits Agencies
00:20 The “AI Discount” Story & the AI Pricing Trap
01:38 Jevons Paradox: Cheaper Execution, Higher Demand
02:40 Stop Selling Hours—Sell Outcomes, Transformation & Belief
03:38 Why Legacy Pricing Breaks (Retainers, Hourly, Projects)
04:35 Introducing the New Value Quadrant (4 Pricing Models)
06:05 Quadrant 1 — The Margin Play: Keep Prices, Expand Profit
06:49 Net-New Value in Q1: Reinvest Time Savings, Don’t Cut Fees
10:39 Quadrant 2 — The Volume Play: Outcome/Consumption-Based Pricing
12:46 Designing Q2 for Long LTV: Caps, Tiers & Beating Churn
16:14 Quadrant 3 — The IP Play: Turn Your Methodology into Agentic Workflows
20:57 Quadrant 4 — Value Capture: Performance Deals with More Control
23:21 Retainer Floor + Performance Upside (Leading & Lagging Metrics)
24:03 Why Caps Build Trust (and Why Equity Splits Can Backfire)
25:32 The AI Adoption Gap: Your Window to Price Outcomes, Not Inputs
28:59 Who to Work With: The 3-Part Ideal Client “Trifecta”
30:07 Trifecta #1: Growing Market + Conviction (Sell Transformation, Not Services)
32:07 Trifecta #2: Target Tech-Laggard Industries to Avoid Commoditization
33:41 Trifecta #3: The Founder Must ‘Get It’ (No Convincing on Sales Calls)
36:07 The Craft Model: Small Elite Team + Agents to Deliver Net-New Value
39:39 Stop Discounting Because of AI: Choose Your Quadrant & Price the Output

AI's Impact on Client Services: What You Need to Know

Dive into the transformative effects of AI on client services with Raul. Discover why AI won't just be a tool, but a replacement for many tasks in agencies and consultancies. Raul shares real-world examples, offers a detailed breakdown of the five layers of client service work, and provides insights on how to adapt in this new era of value creation. Learn how to position yourself and your business to thrive amidst these changes.

00:00 Introduction: The AI Revolution in Client Services
00:33 Real-World Applications of AI
02:41 The Future of Client Services
04:50 Understanding the Services Stack
05:46 Layer 1: Execution
07:30 Layer 2: Template Strategy
09:19 Layer 3: Judgment-Driven Strategy
12:42 Layer 4: Transformation and Accountability
16:21 Layer 5: Belief
19:54 The Power of Belief in Client Relationships
21:35 The Future of the Agency Model
22:40 Introducing the Craft Model
23:35 AI's Role in the Craft Model
25:20 Adapting to the New Reality
28:59 Practical Steps for Transitioning
35:29 Final Thoughts and Call to Action