Getting Paid to Define Scope

Client: Can you do X?

Contractor: Yes.

This refrain is as old as any business that offers clients solutions.  So how do you get from "X" to a written agreement of what "X" really means in terms of expectations of both the client and the contractor? You write down the "scope" and put some signatures below it.

But it is far more difficult to do this well and in a way that your clients will love it enough that they will actually pay for your written scope. I don't pretend to be the expert here. But my whole professional career (since 2006), I have been sitting in front of clients and co-workers trying to understand and define "X" in a way that makes sense to everyone.

I will reveal three different ways we have done this at Commerce Guys over the years. Along the way there will be some funny client stories and plenty of time for back and forth sharing about what works and what doesn't.

How do you get clients to pay for scope? Easy. Give them scope that doesn't answer "How" (How is for technical architecture and estimates), just make sure it answers "What." Knowing exactly what their idea encompasses is incredibly valuable. So valuable, in fact, that your client should be able to pay you for your time in writing the scope and be able to take it to another solutions provider for implementation. 

Anyone that has clients or coworkers is welcome!