February 18, 2018

Scope last

When a prospect approaches you to talk about the possibility of working together on a project, estimating the level of effort should be the farthest thing from your mind.

Your job in the sales meeting is to uncover their desired business outcome.

Not the scope. Not the list of features. Not the level of effort.

The 👏 desired 👏 business 👏 outcome!

Once you know their desired business outcome, then and only then can you think about setting a price.

Once you set the price, then and only then can you think about what you might do for them.

In other words, the scope comes last not first.

Yours,

—J