The challenge
Aurelis sold expert days. Clients compared day rates, procurement pushed for discounts and margins shrank every year, even though client results kept improving.
What we did
We interviewed 24 clients about the value they actually received, grouped the work into three outcome-based packages and set prices by value delivered, not effort spent.
The sales team rehearsed the new conversations with us before the first proposal went out.
Gross margin on new contractsin percent, per month after launch
34%
14
17
21
26
29
31
34
The result
Within six months, 70% of new contracts were sold as packages. Gross margin on those contracts rose from 14% to 34%, and the win rate stayed flat.
“We stopped selling our time and started selling what our clients actually buy.”
Lena Fischer
Managing Partner, Aurelis
