PITCHING SKILLS
Few clients like surprises and one of the surest ways of giving them one is for you to fail to scope a piece of work properly. Inadequate scoping is essentially a lack of communication, leaving assumptions untested. If the buyer doesn’t offer clarifying detail, the supplier must seek it, because if they get a nasty surprise which costs them more money, the relationship suffers and you can easily lose a client. You may also have to write off work.
