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  • Writer's pictureJoel White

100 Thoughts on Pricing: #35

First in a series of thoughts on a topic that can make or break service and technology providers- scope change.


As the former "change order guy" at multiple companies, I know more than most what a brutal- but necessary- business it is. Here are tactics I learned the hard way to make it a little less brutal:

  • briefly describe the reason for every single line item change (not only helps the client understand, but forces you to sanity check what you're actually pushing through)

  • minimize how many line items actually change by eliminating things like $5 changes from "inflation" that don't matter

  • spend as little time as possible pricing out scope change on hypothetical scenarios, so that you can ->

  • price and deliver change orders in 5-7 business days or less, and

  • follow up every 3-4 business days, without fail, until it's signed.

There is a role for "change notification forms" which I'll cover later on...but those who know, know that change orders are where the rubber meets the road.

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