Drafting a scope of work requires accuracy, negotiation and speed. Top client service can read between the lines, and pitch the right idea which makes sense for the Client, and can be furnished by the Agency.
How fast client service can draw a red box largely determines if they have created value. Value is created if the Client is not required to do too much thinking. Accurate documentation is drafted, and few amends are required. Long term, the Client grows accustomed to the timesaving created by client service, and the Agency enjoys repeat business.
No matter how knowledgeable client service may be on a subject of marketing, value is recognised by how long client service take to arrive at the real project.
A lot of discussion can ensue during the scope of possibility. Unless client service can move the discussion to a scope of work, they are adding no value and wasting the Client's time.
MNCs favour working with small Agencies which can save them time. Rather than work with large companies, retarded by red tape and slow decision-making, MNCs seek to outsource to agile firms which provide a pointed approach to getting the job done.
Client service who can wade through the delicate process of creating a neat, square box create many benefits.
- Empowerment. As the Agency has taken the initiative to write the scope of work, the expectation is shifted to the Client. Subsequent delay becomes the result of the Client slow decision making, and not because the Agency have not delivered.
- Conversion. An accurate and complete scope of work attracts less scrutiny, and fewer reasons for the Client to challenge costs.
- Ease of execution. A clear square box gives the Agency's production people focus, and maintains budget and delivery timing.
- Flexibility. Clients are far more likely to forgive small mistakes which occur during a project, if client service provide an overall timesaving.
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