Oftentimes, website providers think they are “adding value” by giving away some of their work or time. Typically this means 1) not getting paid for discovery activities and/or 2) not getting paid for scope changes.

Regardless, giving away work ALWAYS sets the incorrect expectation with the client, and ends up eating away at the project profit margin. The answer?

Use a paid discovery process that delays finalizing the estimate until AFTER a deep dive discovery is complete.

Establish and implement a “set-in-stone” change procedure that uses a change budget.