Scope, hour and value are different conversations. Scope works when the deliverable is concrete and the path is mostly known. Hour works when the discovery is honest and the team needs flexibility. Value works when the outcome is measurable in the customer's P&L.
Default to scope. Smaller risk for both sides, easier to compare, and forces a real conversation up front about acceptance.
Hour is fine for short, exploratory work. Cap the hours, share the burn rate weekly, and switch to scope as soon as the shape is clear.
Value is the hardest of the three. It only works when both sides agree on the metric, the baseline and the attribution. When it works, it pays for itself.
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- #business
- #contracting