Requests beyond what was agreed.
WHAT IT LOOKS LIKE
"While you are at it, could you also..." "I assumed that was included" Small additions that accumulate
WHY IT MATTERS
Unmanaged, it consumes your margin and delays the work.
WHAT TO DO
Recognise it, immediately Say so, kindly Quote it separately
HOW TO SAY IT
"That is outside what we agreed, and I am happy to do it. It would add this much and this long. Shall I proceed?"
Not accusatory, and clear.
WHY SAYING IT EARLY MATTERS
The first unbilled addition establishes that additions are free.
WHAT TO AVOID
Absorbing small requests to keep the client happy Raising it only at the final invoice
THAT SECOND ONE
Produces the dispute you were trying to avoid.
WHAT TO PUT IN WRITING
Every change: what, how much, how long, approved by whom.
WHEN TO ABSORB SOMETHING
Genuinely trivial, or your own error.
Deliberately, not by default.
WHAT TO REVIEW AFTERWARDS
Whether your scope statement was clear enough.
