Here is how you avoid Scope Creepy projects

Avoid saying YES before you know the scope.

It’s easy to say YES

When the client asks for something – new keyword research, some ad-hoc Google or Social media analysis, an extra workshop for their staff member who was not present on the scheduled one – it usually seems like a reasonable request.

After all, they pay the bills and shouldn’t they get the most out of their coach, consultant or small business service provider?

When the consultant says YES to a new request, it may feel comfortable and collaborative.

The consultant feels like she is doing a good job listening, and the client is happy that his idea was accepted. There is no stress or pregnant pauses. It is the path of the least resistance like water running downhill. 

Experienced consultants and lawyers will tell you there are many reasons why being overly agreeable can create problems. Here are four of them that I speak about in this podcast:

1. False promise

It is easy to say YES in the heat of the moment, then completely forget about it. It is the equivalent to a husband telling his wife “sure, honey”, when he was not listening (and definitely not writing things down).

2. Overpromise

It’s a crude graph, but it visualises what all consultants know to be true: “under-promise, and over-deliver”. When the client asks for 100, promise less (red bar) and deliver more (blue bar). Sad, but true. By lowering client expectations, we have a better chance of exceeding. Call it cynical, call it sandbagging, but it works.

3. Waste of time

Don’t get me wrong. Clients often give good feedback – especially when explaining the organizational context (read: politics). I have learned something from every client. That said, every client request is not valid. Sometimes, they are a waste of time. Remember: we are paid for our expertise and often paid by the hour. No reason to waste the client’s money, waste our time, or worse – put the project timing at risk.

4. Poor alignment

In my mind, this is the greatest danger. If the client keeps bringing up new ideas and ad-hoc requests. . . AND the consultant keeps agreeing to them . . Something is wrong. It is a symptom of a deeper problem:

Well, you have to tune in to hear what this is, and that's the reason why most consultants go out of business.