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Thoughtful Thursdays – Follow up on scope creep

Last week’s post talked about avoiding scope creep. Today’s Thoughtful Thursdays subject is a follow up to that post in response to some questions that commonly come up when discussing scope creep.

Scope creep is what can happen when a project’s requirements change unexpectedly without regard to the consequences.

For example, you are a contractor hired for a project. There is a timeline and resources have been allocated to complete the project. Once into the project, the customer decides they would like to make a few additions to the requirments. They appear small and you agree to to do it. As soon as you have to put in more hours or add other resources to complete project, sope creep has established a footing.

Another example is a request to the accelerate the time line. This is an indication that the urgency for the project has increased for some reason. If you are not suitably compensated for the adjustments necessary to complete the project sooner, you have allowed scope creep to enter the project.

It is not likely the business will be lost if you renegotiate the terms of the project with your customer when requirements change. Do not allow yourself to be bullied by your customer.

It is, however, likely that your business will be less profitable if you agree to the changes without due compensation. Scope creep is expensive. It is a great deal for the customer, but not for you.

Don’t leave your money on the table, or it may become a bad habit.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.


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