The Scope Conversation

Half of pricing is the number. The other half is scope — what you include, what you exclude, and what triggers an add-on. Undefined scope is where projects go to die: clients keep adding requests, you keep absorbing them, and your effective hourly rate quietly drops to minimum wage.

Before any proposal, put three things in writing: what's included ("three rounds of revisions, not unlimited"), what's excluded ("integrations billed separately"), and what triggers a change order ("new requirements after signoff").

Clients who balk at these limits are showing you exactly what they'd be like inside the project. Listen.