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Free template · Sales & Clients

Scope of Work Template

A scope of work document states exactly what will be delivered, what will not, who does what, when each milestone lands and how changes are handled. It is a project-scoping tool that makes expectations explicit before work begins.

Updated August 2026

What to include in your Scope of Work Template

  • Project name, client, date and version
  • Objective in one paragraph
  • In-scope deliverables listed as specific outputs with quantities
  • Out-of-scope items stated plainly
  • Milestones and dates
  • Responsibilities split between your team and the client
  • Client dependencies and the delay consequence if they slip
  • Acceptance criteria for each deliverable
  • Change request process: how a change is raised, priced and approved
  • Assumptions the plan and price rely on

Practical guidance

Deliverables must be countable

"Marketing support" is not a deliverable. "Eight social posts per month, one email campaign per month, one monthly performance report" is. Countable deliverables let both sides agree the work is finished, and they make change requests obvious rather than contentious.

Make the change process boring

Write down how a change is raised, how quickly it will be priced, and that affected work pauses until it is approved. When the process is agreed in advance, asking for a change order stops feeling adversarial.

How to use this template

  1. 1Write it after the proposal is accepted and before work starts.
  2. 2Make every deliverable countable: three drafts, two sites, one report per month.
  3. 3List client dependencies with dates so slippage is visible early.
  4. 4Agree acceptance criteria in writing; ambiguity here becomes rework later.
  5. 5Route every change through the change request section rather than through goodwill.

Filled-in example

Example

Filled-in example: office fit-out coordination

  • In scope — supplier coordination for three trades, weekly progress report, snagging list, final handover pack.
  • Out of scope — construction work, materials procurement, building control submissions, furniture supply.
  • Milestones — trades confirmed 8 April, first fix complete 26 April, handover 17 May.
  • Client responsibilities — site access from 7am, single decision maker for approvals, utility accounts in place.
  • Acceptance — each milestone accepted in writing within three working days or deemed accepted.
  • Changes — raised by email, priced within two working days, work pauses on affected items until approved.

Common mistakes

  • Describing activities rather than deliverables.
  • Leaving out the exclusions section entirely.
  • No acceptance criteria, so "done" is negotiated at the end.
  • Client dependencies listed without dates or consequences.
  • Treating the scope as a contract substitute rather than a scoping document.

Frequently asked questions

Is a scope of work a legal contract?
No. This template is a project-scoping starting point. It is not legal advice and it is not a substitute for a contract reviewed by qualified counsel in your jurisdiction.
When should I write the scope of work?
After the proposal is accepted and before delivery starts, while the details from the sales conversation are still fresh.
How detailed should it be?
Detailed enough that a person who was not in the sales meeting could deliver from it and know when they are finished.
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