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risks-scope-creep-client

In an agile studio, a Scope-Creeper is a direct threat to your profit margins and developer morale. Because your Account Executive (AE) is full-cycle, they are uniquely positioned to stop this at the contract stage, rather than mid-sprint.

The PhD-level approach to this is Predictive Friction Management: identifying the psychological profile of the "creeper" and building structural barriers to protect the project’s integrity.

1. The Vetting Checklist (The "Prevention" Phase)​

The AE should run this "Red Flag" audit during Discovery. If a prospect hits more than two of these, they require a "High-Complexity" premium or a strict "Time & Materials" contract.

  • Vague Success Metrics: Do they say "I'll know it when I see it" instead of "I need a 20% increase in checkout speed"?
  • The "One More Thing" Syndrome: During the first call, do they keep adding features before discussing the core problem?
  • Lack of Internal Consensus: Are there multiple "bosses" giving conflicting requirements?
  • History of "Bad Luck": Do they blame their previous three agencies for "not getting it right"?

2. Structural Barriers: The "Agile" Contract​

To "idiot-proof" the project, the AE must frame the Statement of Work (SOW) around Sprints, not Final Destinations.

  • Define "Out of Scope" Explicitly: Include a section titled "Exclusions." Don't just list what you will do; list what you will not do (e.g., "This sprint excludes custom API integrations for third-party CRMs").
  • The "Change Order" Tax: Clearly state: "Any request outside the signed Sprint Backlog will trigger a Change Order, billed at $[X]/hour, or will be moved to a subsequent sprint."
  • The MVP Anchor: Constantly refer back to the Minimum Viable Product. Anything else is a "Phase 2" luxury.

3. Dialogue Scenarios: Handling the "Creep" in Real-Time​

When the client says: "While you're under the hood, can you also add this quick feature?"

The AE Response (The "Agile Redirect"):

"That’s a great idea and I can see how it adds value. However, adding that now will jeopardize our Friday launch date for the core feature. Should we swap out [Current Feature] for this new one, or would you like me to add this to the 'Phase 2' backlog for next month's sprint?"

The AE Response (The "Professional Gatekeeper"):

"I’d love to include that. As per our SOW, this falls under a Change Order. I’ll send over a quick 1-page addendum for the additional 5 hours of dev time. Once you sign that, the team can pull it into the current workflow. Shall I send that over?"

4. Behavioral Modification: "The Weekly Sync"​

The AE must maintain "Operational Dominance" through a rigid communication cadence.

  1. Weekly Status Reports: Highlighting exactly what was completed vs. what was requested.
  2. The "Parking Lot" Document: A shared doc where you record every "extra" idea the client has. This makes them feel heard without committing your devs to extra work.
  3. Visual Progress Tracking: Use a Burndown Chart or Kanban view. When a client sees the "In Progress" column is full, they are psychologically less likely to try and "cram" more in.

5. The "Fire" Protocol​

If the client ignores the SOW and becomes abusive or demands free labor:

  • Pause the Sprint: "We’ve reached a point where the project requirements have significantly diverged from the original SOW. We need to pause development for 48 hours to re-scope and align on the new budget."
  • The Mutual Breakup: "It seems our agile process isn't the right fit for your evolving needs. I'm happy to hand over the current code/assets and recommend a firm that handles high-variability 'Time & Materials' work."

Would you like me to draft a "Change Order" template that your AE can use to instantly monetize any scope-creep requests?