The scope is in writing. The changes are all verbal.

Jobs quoted at thirty per cent margin routinely deliver at half that, and nobody in the business can name the moment it happened.

By Steve 5 min read
Abstract bridge artwork for The scope is in writing. The changes are all verbal.

A project is priced at a thirty per cent gross margin. It delivers at fourteen. The post-mortem finds no single cause: no disaster, no bad debt, no pricing error at the point of quote. What it finds instead is a long tail of small things that were agreed in a corridor, on a call, or in the last three lines of an email thread. Each one was too small to argue about. Together they were the margin. This is the most common form of margin leakage in project and service…

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