Scope of Work
The SOW is where abstract agreements meet concrete deliverables. Precision here prevents misaligned expectations, scope creep, and payment disputes.
Key takeaways
- →List specific deliverables with acceptance criteria
- →Tie payment milestones to deliverable approval
- →Include assumptions and exclusions explicitly
- →Define process for handling out-of-scope requests
Deliverables need acceptance criteria
Don't just list what you'll deliver—define what 'done' means. Specify functionality, performance standards, or quality requirements. Include an acceptance testing period (typically 5-10 business days) and a process for identifying deficiencies that need remediation.
Tie payments to milestones
Structure payments around deliverable acceptance, not just calendar dates. This aligns incentives: you get paid when you deliver value, clients only pay for what meets specifications. Include milestone tables with clear deliverable-to-payment mapping.
Assumptions and exclusions prevent surprises
State what you're assuming: client will provide timely feedback, API access, test data. List what's explicitly excluded: training, ongoing support, third-party integrations. If assumptions prove false, you have grounds to adjust timeline or pricing.
Handle change requests formally
When scope changes (and it will), use a written change request process. Document the requested change, impact analysis, pricing adjustment, and timeline modification. Both parties sign before work proceeds. This protects you from 'while you're at it...' requests.
Got questions?
Every business is different. Let's discuss how these principles apply to your specific situation.