It happens to the best of us.
You agreed on the time, scope, and fee during the original meeting, but when the client had a confirmation meeting with the other directors, they decided to change the terms. However, you have already agreed on your fees.
You’re informed of the change and caught off guard during the follow-up call. You realise the change will require more work than anticipated and lead to financial loss.
You have two choices: accept or take immediate action to correct the situation. The latter is the more responsible course of action.
Here’s What I Did:
I used my task list analyser to determine how much extra time was needed and how much I would lose.
Intuitively, I knew I had to act swiftly and address the issue head-on instead of adding the increase to the invoice and having an uncomfortable conversation later.
I sent a quick note explaining that I had misunderstood and proposed a new fee. I stated that if they wanted to extend the time, that would be okay, but the fee would need to be adjusted accordingly.
What You Should Do:
Write down the new fee: Even if you’re afraid to ask for it, write it down first. Deal with the fear later.
Provide Options: Give the client the option to revert to the original fee and scope.
Emotional investment: Remember, they’ve already bought into your solution emotionally. Let go of the worry.
Celebrate Success: Commend yourself when they agree to the new terms. Later that evening, over a glass of red, I had an extra sip and congratulated myself for having the courage to deal with it there and then.
Remember, it’s crucial to address the issue immediately. Otherwise, it can negatively impact every stage of the project. A great bonus is that you’ve demonstrated your principles, value and commitment to the client by dealing with it transparently and promptly.
By following these steps, you can handle scope creep confidently and maintain a healthy client relationship.
