Statements of work
Statements of work with the exclusions already written.
Most SOWs are written last, under time pressure, by copying the previous one. That is why they fail on the day the client asks for something you did not price and genuinely believes was included. Hand over the notes from the scoping call and get one back with the sections that prevent that already written.
What it has to contain
The parts that decide whether it works.
- Deliverables described so their existence is observable. "Improved onboarding" fails that test. "Six screens in a named file" passes it.
- Acceptance criteria with a review window, and deemed acceptance if nobody responds. This is how you get paid without chasing.
- Exclusions written from the client's optimistic reading of your scope, which is the section that decides whether the project is profitable.
- A change process with written approval before work starts, so a new request is paperwork rather than a negotiation about your professionalism.
- Milestones tied to acceptance, not to calendar dates, so a client delay is not your cash flow problem.
Worth knowing
The exclusions and the acceptance wording are drafted against the scope you described, rather than copied from the last client with their name swapped. That copy-and-swap is where most scope disputes originate.
Once signed, the terms are read back into a repository with the parties, dates, notice periods and value, so the engagement does not disappear into a folder.
Describe the deal. Get one back ready to sign.
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