знание как продукт

Don’t give the context work away for free. In fact, do the opposite - charge more for it than your regular work.

• Implementation work is hard work to sell - you get poor quality clients expecting a more easily commoditized output that drives your business towards lower margins
• Not only that but implementation work is often more stressful and deadline-driven
• So of course do both for clients but only let them in through the strategy door to ensure that you do better, higher value and higher margin work.