The AppSumo Guide On Writing An Effective Scope Of Work

Ah, just when you think your work is done, you receive an email from a dream client:

“Just read the proposal. The plan sounds AWESOME. Let’s get started. Can you send us a contract and a scope of work?”

Now… you know you have to send a contract (that’s rule #1!), but what’s a scope of work, how on earth do you create one, and when do you send it?

Luckily for you, that’s what you’ll learn today.

In this bookmarkable guide, I’ll show you how to write an effective scope of work (one that’s free of jargon!) and impress your clients.

All right, let’s get down to business!

What Is A Scope Of Work?

A scope of work, also known as a statement of work (SOW), is a document that details the tasks you’ll perform as agreed between you and your client.

‍The SOW document is different from proposals and contracts.

• Proposal: Get buy-in from stakeholders. Typically, you send the proposal first. Once the client accepts, you’ll follow up with the remaining documents (e.g., proposal, SOW, contract, invoice) to start the project officially.
• Scope of Work: Detail your tasks and responsibilities, so clients know what they’ll receive and what happens next.
• Contract: Hold both parties accountable. A contract makes sure you and your client clearly understand what’s expected during the project.

Because there are parallels between the SOW and proposal (e.g., both list the project scope), it’s common to combine these two documents.

I combine them in my marketing proposal — but only when I’m providing a stand-alone service that involves a straightforward process, like content writing.

If the project involves different services (e.g., content writing + content strategy + keyword strategy), I keep the SOW and proposal separate.

I’d recommend you to keep them separate. You don’t want your client to overlook these big chunks of information.

Why Is A Scope Of Work Important?

Starting a project with a client, especially when it’s a new one, can involve unclear expectations.

The client may have questions about your process, payment terms, and deliverables. If you work with multiple clients, you’d know this can get messy quickly.

Fortunately, that’s where the scope of work comes into play.

An SOW lays the foundation for your projects. It clearly defines your responsibilities. Clients know what they’re getting and when. You never have to read another eye roll-inducing email: “Hey, when will we receive the next article?”

‍Best of all, it sets you apart from your competitors.

‍Think about it; the best agencies and freelancers aren’t the best because they’re great at what they do.

I mean, that’s true! But there’s another element, and it’s that they know how to communicate their process clearly.

The statement of work helps you do that.

How To Write A Scope Of Work (With Sample)

In this section, let’s pretend you’re a freelance content marketer. A client has read your proposal and is ready to move on to the next stage: Review the work scope.

Want to make the evaluation process as fast as possible?

Here’s what you should do:

Step #1. List Project Goals

Kicking off the SOW is the project plan and your client’s goals.

Go back to your emails, intake form, or discovery call, and list them in this section.‍

Use your client’s exact words. By mirroring what they’ve shared with you, you assure them you understand their problems and you’re the best person for the job.

Step #2. Lay Out Deliverables

Next up, we have the project deliverables.

This is by far the most important component in the work scope, as it details exactly what your clients will receive.

Don’t skimp on this section! Clients want to know what they’re paying for, so show they’re getting their money’s worth.

‍Get really specific. “Four blog posts (with images and quotes sourced from experts)” is clearer than just “Four articles.”

Step #3. Show Project Timeline

We all want to know when we’ll receive our package after ordering it online, right?

It’s the same thing with clients. They, too, want to know when they’re getting the deliverables. List the dates clearly and stick to them!

‍Pro Tip: Leverage tools to optimize your process.

Create a Google Sheets template to update your clients on the project status. Here’s what I did for a two-month project:

If you juggle multiple projects that involve many assets and clients, use a project management tool like WordPress Portal.

With WordPress Portal, you can easily manage projects together with your clients and team members.

It takes a few clicks to set key milestones and track progress (in a birds-eye view!). Everyone involved will know what’s done and what’s not.

This little tool’s your secret weapon to nailing your projects.

Step #4. Indicate Payment Schedule

There’s nothing more frustrating than delayed payments in a freelancer or agency owner’s life (clients who go silent comes a close second).

To cover all the bases, include your payment schedule in the contract and statement of work.‍

Pro Tip: Send your client an invoice each time you hit a key milestone (e.g., complete the first four blog posts for the month).

Better yet, specify a late fee. That makes sure you get paid faster.

Step #5. List Success Criteria

End on a high note!

Once again, refer to your emails, client intake form, or discovery call. You’ll spot your client’s performance criteria for the project.‍

Pro Tip: You need to know what your client specifically wants before you create the scope of work. Get on a call with them and ask either of these questions:

• What would make this project successful?
• What ROI do you want to see from our collaboration?

Their answers will make up this last section.

Use This Template And Get A “Yes” From Your Client Today

In a Google Doc, create these five sections:

1. Project Goals

[Briefly describe project overview, e.g., {Contractor} will conduct customer research and write content for {Client} to achieve these goals]

[List goals, e.g., Increase market awareness — Rank on page 1 of SERP and generate high-quality traffic]

2. Deliverables

[Show deliverables, e.g., {Contractor} will deliver four blog posts (of 1,500 words each) including 16 high-quality images]

3. Project Timeline

[Lay out deadlines for each deliverable]

4. Payment Schedule

[Indicate payment terms, e.g., Complete down payment of $XXXX by {date} and remaining payment of $XXXX by {date}].

5. Success Criteria

[Share client’s expected outcome, e.g., Within six to nine months: Increase organic leads by 35%, scale signups to 200/month]

See?

Creating a scope of work from scratch doesn’t need to be complicated.

I hope this guide has helped you to write an SOW with confidence.

Use this template, send it along with the contract, and go get that “YES” from your dream client.