Writing a statement of work delivery can actually use

A statement of work has two jobs. The first — getting agreement and a signature — is well understood. The second, being the reference the delivery team works against for the next few months, is usually an accident.

Write deliverables as things, not intentions

"Support the launch" cannot be delivered, disputed or finished. "Two rounds of revisions on the launch page" can. Countable deliverables are what let a team say a phase is complete without a negotiation.

Include the parts people skip

• Phases with rough dates, so the plan starts from the agreement rather than a blank page.
• Assumptions, especially about client input, access and approval turnaround.
• Exclusions — the single cheapest paragraph you will ever write.
• Named roles and rates if the work is time-and-materials, so cost has a basis.
• The change route: how additional work gets assessed and agreed.

Keep it where delivery can see it

A document nobody opens after signature stops being a baseline. Attach it to the project, and carry the scope items into the plan so the agreed work and the work being done are the same list.

Distinguish tentative from signed

Work that is expected but unsigned is useful for resourcing and dangerous as a commitment. Treat it as a separate state rather than starting the project early in everything but name.

A short test before you send it

1. Could someone who was not in the pitch build the plan from this?
2. Is it clear what is not included?
3. If the client asks for something extra in week three, does this document tell you what happens next?