The Client Coach How to build strong business relationships |
June 14, 2005
Q: We're a small engineering practice and we keep seeing our profits erode year after year. One of our biggest problems is scope creep. Even if we get a reasonable fee initially, it's all taken away halfway through the job in repeated changes. Do you have any suggestions on how we can manage this in a more fair and equitable way?
A: Scope creep is the ‘common cold' of the professional services industry. Nearly everyone suffers from this creepy malaise. My response assumes that you haven't set the precedent that you accept repeated change requests without asking for additional fees. Many clients are spoiled and either expect you to do it or assume you've accounted for it in some way.
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