Corporate academies tell me they want a capability strategy, then ask for a workshop. I’ve tried packaging our design process into a fixed three-week engagement for Irish and UK L&D teams. Leads nod, then go quiet when I send the price. I’m still selling days and I can’t keep doing that.
Solved
Selling capability strategy without me in every room
What a useful answer should help achieve
A clear decision on whether to keep pushing the strategy offer or reshape it around something buyers already understand.
Already tried
Packaged the design process into a fixed three-week engagement; buyers still defaulted to workshop requests.
Constraints and unknowns
Solo, limited delivery days, inconsistent leads, and no room for a long sales cycle.
Instructional Designer · group programme · Established Solo · This snapshot stays with the question when the author updates their profile.5 replies
Audience: Public. Replies follow this audience.
Accepted answer
0Fleur de BoerFreelance Designer · 1:1 coachingNetherlands·Early Revenue·6d ago
Split it. Paid diagnostic first, fixed price, one week. Strategy only if they buy after seeing the findings.
Why the asker chose this: This is the one I am acting on — thank you.
0Clara SchmidtBusiness Coach · paid newsletterGermany·Exploring·6d ago
I’ve stopped using ‘strategy’ anywhere. I call it a sprint now. No idea if that’s your issue.
- 0Chebet ChepkoechCareer Coach · retainer consulting
Kenya·Exploring·6d ago
You’ve already done the part most people skip — you know what the offer is. The issue is you’re pricing the strategy like a workshop. When I doubled my retainer, fewer people asked for one-off work. The serious clients stayed, completion went up, and I stopped negotiating scope. Corporate L&D has budget for this. If they go quiet at your number, it’s not the packaging. Raise it.
0Pedro SilvaLegal Educator · paid newsletterBrazil·Exploring·6d ago
Before price, what does the buyer need to sign internally? A workshop is a line item. A capability strategy is usually a different budget and a different approver. Are you even in the right conversation?
0Sneha GuptaData Consultant · paid newsletterIndia·Growing Team·6d ago
Just productise the strategy. Fixed output, fixed price. That’s what stopped our churn.
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