What matters
The sales process needs a shared description of included work, limits and unresolved decisions. Clarifying scope early prevents a lead from expecting something the delivery team does not provide.
Put it into practice
- Write the included services
- Identify exclusions and open decisions
- Review scope with sales and delivery
An example in practice
A remodeler advertises a particular type of renovation. The inquiry process checks whether a customer’s project matches that work before booking an estimate visit.
What to track
Count requests that require scope clarification.