MOVE 40 · SCOPE CONTROL · FREE
Write the Out-of-Scope List
Put the things you are not doing into the agreement explicitly, so later disagreements are settled by the document rather than by memory.
What is left unsaid in an agreement will later be assumed — usually in the other side's favour.
WHY IT WORKS
Scopes describe deliverables, but disputes arise in the grey areas around them. A short list of exclusions removes the most common misunderstandings before they happen, and gives both sides a neutral reference when a request appears.
WHEN TO USE IT
- You are drafting a proposal or statement of work.
- Previous projects had disputes about what was included.
WHEN NOT TO USE IT
- The engagement is a flexible retainer intended to cover varied requests.
- The list would be so long it signals distrust.
SIGNALS IT FITS
- You have heard 'I assumed that was included' more than once.
- Your proposals list only deliverables.
PREPARATION
- Review past projects for the requests that caused disputes.
- Pick the five most likely exclusions for this engagement.
STEP BY STEP
- Add an 'Not included' section to the proposal.
- List five to eight specific exclusions.
- Mention how excluded items can be added.
- Walk through the list briefly at kickoff.
OPENING LINE
“To keep things clear, I've listed what's included and what isn't.”
SCRIPT
Not included: copywriting, stock photo purchases, hosting setup, and ongoing maintenance after launch. Any of these can be quoted separately.
LIKELY RESPONSES & COUNTERS
- If they question an exclusion
- Discuss it now and either include it with a price or keep it excluded — both are better than ambiguity.
- If they sign without comment
- Mention the list briefly at kickoff so it is remembered.
SECOND MOVE
When an excluded request arrives, use Name the Scope Change and point to the list.
FOLLOW-UP
Refine your exclusion list after each project based on what came up.
COMMON MISTAKES
- Using vague exclusions like 'other work'.
- Hiding the list in fine print.
WALK-AWAY CONDITIONS
- A client will not sign an agreement with any defined exclusions.
EXAMPLE (FICTIONAL)
A marketing consultant added a five-line exclusions section after losing hours to unpaid copywriting. In her next project the client asked for blog posts, saw the list, and requested a separate quote.
ETHICAL BOUNDARY
Make exclusions visible and plain. Burying them to win later disputes is not good faith.
RELATED MOVES
Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.