The Buyer Wants to Cut Scope to Cut Price
Evaluate scope-cutting requests through the lens of value preservation and business-case integrity.
The buyer wants a lower number, but the requested cut removes services that support adoption and measurement in the first 90 days. How should you respond? Agree immediately because a smaller deal is better than a delayed deal and services can always be added later. Weak. This treats scope as financially neutral when it may be central to adoption and payback. It violates the principle that the package should protect the promised outcome, not just the invoice. Explain that no changes are possible because the package was designed by your team and should not be debated. Too rigid. You are…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in