What is scope and when do you talk about it with your client?

How to make it clear that you’re a consultant, not an order taker.

Scoping with (and without) value pricing.

The relationship between mastery, value and scoping.

Shifting from doing full implementation to strategy and project oversight (hint: it starts in the scoping meeting).

Quotables

“Push it back to: what is the desired business outcome here or the transformation you’re looking for?”—JS 

“You can feel good about your services at a lot of different price points.” —RM 

“It’s super important to scope last and not go into the sales meeting assuming that you need to find a way to convince the client to pay you to do your thing.”—JS 

“We can all find a way to strip off the things that we really love and focus on just selling those.”—RM