How to structure products for consulting services sold?

Smart CRM & Sales Hub Tips, Tricks & Best Practices
1

Hello,

We are a consulting firm and I am trying to figure out the best way to utilize products for our service offerings. I’ll do my best to describe the nuances of our business/pricing model and hopefully convey my point accurately.

  • We have three different consulting services - I’ll call them A,B, and C.
  • We quote/sell our services as a fixed price.
  • For each of those services offerings, we can perform them on-site with clients, or remotely.
  • We price based on the expected number of hours to complete the service. (AKA: every client has a different quoted amount)
  • Travel time and Professional time have different costs and “retail” rates.

A quote (drafted in another tool) from us might look like this:

  • (What Client Sees)
    • (Internal Pricing)
  • A - $15,000
    • Professional - $13,000 (65 Hours)
    • Travel - $2,000 (20 Hours)
  • B - $6,000
    • Professional - $6,000.00 (30 Hours)
  • C - $15,000
    • Professional - $13,000 (65 Hours)
    • Travel - $2,000 (20 Hours)

I know that I could do the following with my products:

  • A - Professional - Cost: $50 - Retail: $200
  • A - Travel - Cost: $30 - Retail: 100

And then just throw the number of hours as quantities in the deal.

My fear is that reporting will not show that on Deal “XYZ” I sold one “A” for $15,000… it would show I sold 65 “A-Professional” and 20 “A-Travel” for a total of $15,000.

While my cost and retail would match, the reporting would not be accurate.

Any advice on how to structure my products so that reporting shows the way I want to?

2

You can just have a property on the deal called “Product Type” with the options Product A, B, C.

Then you can just have a deal report show count of deals by product type.

Or, if you use the HubSpot products you could just have a product for A, B, C and then in the deal you can have a property for professional hours, and travel hours which calculates the amount. Then when quoting you can just select Product A and then change the line item price to the amount on the deal - but it will only have 1 line item.

The report will be the same, it will only show 1 deal closed with the specific product type (in this case A.)

Hope this helps.

3

In the time of me posting and you replying, I saw how I could add product properties with the information I wanted.

Thank you for your help!