How do you measure and demonstrate the impact of your scope and deliverables on the project outcome?

1 Define your scope and deliverables

The first step to show the impact of your scope and deliverables is to define them clearly and explicitly. Your scope should outline the boundaries, assumptions, and constraints of your project, as well as the roles and responsibilities of each party. Your deliverables should specify the tangible and intangible outputs that you will produce, such as reports, prototypes, or training sessions. By defining your scope and deliverables, you can avoid ambiguity, scope creep, and unrealistic expectations, and set the basis for measuring your impact.

2 Align your scope and deliverables with the client's goals

The next step is to align your scope and deliverables with the client's goals and needs. You should understand what the client wants to achieve, what their pain points are, and what their success criteria are. You should also identify how your scope and deliverables will help them solve their problems, improve their situation, or create value for them. By aligning your scope and deliverables with the client's goals, you can demonstrate how you are relevant, valuable, and essential to their project.

3 Quantify your impact and value

The third step is to quantify your impact and value as much as possible. You should use metrics, data, and evidence to show how your scope and deliverables will affect the project outcome, such as increasing revenue, reducing costs, saving time, enhancing quality, or mitigating risks. You should also compare your impact and value with the alternatives, such as doing nothing, hiring someone else, or using a different approach. By quantifying your impact and value, you can justify your price, differentiate yourself from the competition, and negotiate from a position of strength.

4 Communicate your impact and value effectively

The fourth step is to communicate your impact and value effectively to the client. You should use clear, concise, and persuasive language to convey your message. You should also use visuals, stories, and testimonials to illustrate your points and appeal to the client's emotions. You should also anticipate and address any objections, concerns, or questions that the client may have, and show how you can overcome them. By communicating your impact and value effectively, you can build trust, rapport, and credibility with the client, and influence their decision.

5 Negotiate your contract terms and conditions

The final step is to negotiate your contract terms and conditions with the client. You should prepare a proposal that summarizes your scope, deliverables, impact, value, and price, and present it to the client. You should also be ready to negotiate on various aspects of the contract, such as the scope, deliverables, timeline, payment, warranty, liability, and termination. You should aim for a win-win outcome, where both parties are satisfied and benefit from the agreement. By negotiating your contract terms and conditions, you can secure a fair and profitable deal for your work.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?