How to Scale Products that are Custom and Physically Built

My product is custom manufacturing machine vision inspection. Like many other products out there, there is no fixed price or even fixed offering. While many of our systems have similar components and themes no one solution is the same. It is a "Done for You" product.

As I have gone through the course I am pretty certain collecting contact information is my biggest goal from stages. The second goal is to deliver value so that when a customer needs our services they contact us first. 

Beyond those two items what should we be thinking about when it comes to the scale side? Is there anything else we should try to do with the stage?