Where contractors lose money.
WHAT A VARIATION IS
Work different from what was priced.
WHY IT MATTERS
It consumes time and materials that were not included.
WHAT COMMONLY HAPPENS
The client asks for a change The contractor does it to be helpful Nobody prices it The contractor absorbs the cost
WHY THAT PATTERN PERSISTS
Raising cost feels confrontational during the relationship.
WHAT IT PRODUCES
Jobs finishing at a loss.
WHAT TO ESTABLISH AT THE START
That changes are priced before they are done.
HOW TO RAISE ONE
Acknowledge the request
State what it affects: cost and time
Provide the price Obtain written approval
HOW QUICKLY
Immediately, before doing the work.
WHY IMMEDIATELY
Retrospective charges are disputed.
WHAT TO PUT IN WRITING
Even a message confirming the change and the price.
WHY
It is sufficient, and it prevents the dispute.
WHAT TO DO ABOUT SMALL CHANGES
Record them, even if you do not charge.
WHY RECORD THEM
They accumulate, and the record supports the conversation when they do.
WHAT TO DO ABOUT CLIENTS WHO RESIST
Explain the effect plainly, once.
WHAT TO NEVER DO
Continue absorbing changes to preserve goodwill.
WHY
The goodwill does not survive the loss.
WHAT TO TRACK PER JOB
Variations raised, approved and paid.
WHAT THAT REVEALS
Whether your original scoping is accurate.
