Productization of services is accomplished by associating tangible features with intangible service offerings. Tangible features may take the form of personnel, collateral, methodologies, pricing, facilities, or other attributes. Automation tools like enterprise service automation, database, and project management tools serve as enablers to service productization. By associating tangible features with intangible services, the professional services firm can build client confidence.
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smelled, tasted, or tried on before purchase. ¹ The intangibility-of-services problem is a particularly vexing one for the professional services firm. This is because the stakes are often high for the prospective client of professional services: a failed IT project may cost millions; a tricky legal matter might result in significant damages; poor accounting advice could lead to criminal charges. As a result of these high stakes, prospective buyers of professional services want evidence - or at least