Consistency Made Me Win

This week has been buzzing with energy, and I bet you’ve had those moments too when things start falling into place.

I’ve been connecting with more top legal pros and key players in the IT, SaaS, and fintech worlds, which feels like a nod to the work I’ve been grinding out.

My content’s getting shared more, sparking conversations I couldn’t have dreamed up six months ago.

It’s exciting, but let’s be real - staying consistent is no joke. Some days, showing up feels like a marathon, and you’re running it alone.

But I keep at it, and you probably do too, because the truth is, success doesn’t go to the person who’s the most hyped - it goes to the one who keeps showing up, day after day.

That's why, I’ve been doubling down on focus, and it’s been a game-changer.

I’ve stopped worrying about what everyone else is doing - no more comparing my wins to theirs.

Instead, I’m zeroing in on my lane, my co-founders, and the people who’ve got my back. Everything else? Just background noise.

Maybe you’re feeling that shift too, finding ways to tune out distractions and pour your energy into what really moves your business forward.

And speaking of moving forward, let’s talk about something I’ve seen trip up way too many IT companies, especially when they’re working with big enterprise clients:

The dreaded “Can you add just one thing?” question.

It sounds harmless, but if you’re not careful, it can cost you big. Let’s dive into why this happens and how you can protect your business with smarter boundaries.

The “Small Tweak” That Turns into a Big Problem

Let’s say you’re running an IT agency or a SaaS platform, and you’ve landed a deal with a hefty enterprise client - maybe a bank, a retailer, or a fintech startup.

You’re thrilled, and the project kicks off smoothly. Then, a few weeks in, the client drops a casual request: “Hey, can you add just one little feature?” or “This tweak shouldn’t take long, right?”

It feels like no big deal - after all, you want to keep them happy. So, you say, “Sure, we’ll figure it out,” or “Let’s just get started and sort it later.” But here’s where things go sideways.

That “small favor” snowballs. One tweak becomes two, then five, and suddenly you’re building an entire dashboard or integrating a new system that wasn’t in the plan.

Your team’s burning out from endless meetings, deadlines are slipping, and your profitability? It’s taking a nosedive. Not because the client’s out to get you, but because you didn’t set clear rules upfront.

Without boundaries, those little requests pile up into scope creep that eats your time, energy, and budget.

This is especially true with enterprise clients, who often have big expectations and deep pockets that make them feel entitled to ask for more.

Maybe you’re planning on working with one of these clients soon, or you’ve already felt the sting of saying “yes” too easily.

The good news? You can avoid this trap entirely by setting up your contracts and processes to keep things under control. Here’s how to do it right.

Three Steps to Stop Scope Creep and Protect Your Profits

To keep those “just one thing” requests from derailing your IT or SaaS business, you need to establish clear boundaries from the get-go.

These 3 steps are designed to help you stay professional, keep clients happy, and protect your bottom line. I’ll walk you through each one and explain why it’s critical for your success.

1. Write a Good Scope of Work

The first step is to spell out exactly what you’re delivering - and what you’re not - in a detailed scope of work. Don’t just say, “We’ll build a web app.” Get specific with something like:  

“We’ll deliver a web app with features A, B, and C, as outlined in the attached specs. No integrations or additional features unless specified in a new agreement.”

This is your foundation. By laying out the project’s boundaries in black and white, you’re making it impossible for clients to claim they “thought” something was included.

This matters because enterprise clients often have complex needs, and without a clear scope, they’ll assume you’re on the hook for every idea they come up with mid-project.

A tight scope of work keeps everyone on the same page, saves your team from unexpected work, and protects your budget. Plus, if disputes arise, you’ve got a document to point to that’s clearer than any email thread.

2. Use a New Statement of Work for Every Extra Request

When a client asks for something new - like a fancy dashboard or a custom report - don’t just nod and add it to the pile. Instead, treat it as a separate project with its own contract. Add a line like this to your process:  

“Any additional features, such as new dashboards or reports, will be outlined in a new Statement of Work with its own cost and timeline.”

This is a lifesaver for your sanity and your profits. By making every extra request a formal add-on, you’re ensuring you get paid for the work and that your team isn’t stretched thin trying to squeeze it into the original plan.

It also sets a professional tone - clients see that you’re organized and value your time, which actually builds trust.

Without this, you risk resentment creeping in, where your team feels overworked and the client feels entitled to more “free” tweaks.

This step keeps the project moving smoothly and everyone happy.

3. Price Every Unique Feature Separately

Don’t be afraid to put a price tag on custom work. You’re not saying “no” to the client - you’re saying “yes, but here’s what it costs.” Structure it like this:  

“Core features are covered in the base contract. Any customizations, like additional integrations or unique functionality, will be priced separately based on estimated effort.”

This approach is key because it respects your team’s expertise and the value you bring.

Enterprise clients are used to paying for what they want, but if you roll custom work into the original deal, you’re essentially doing it for free - and that eats into your margins fast.

By pricing features separately, you’re also giving clients clarity on what they’re getting, which makes them more likely to approve the extra cost.

Plus, it protects your profitability, so you can keep investing in your business instead of subsidizing someone else’s wishlist.

Your Quick Checklist to Stop Scope Creep

Here’s a simple rundown to keep your projects on track:  

• Detail the scope: List exactly what’s included (and what’s not) in the work.  

• New SOW for extras: Treat every add-on as a separate project with its own terms.  

• Price custom work: Charge for unique features to protect your profits.

With these in place, you are making the smooth projects happen.

Boundaries Are Important in IT and SaaS

Remember, those “small favor” requests aren’t going away, especially as you land bigger clients in IT, SaaS, or fintech.

But you don’t have to let them run your business into the ground. Enterprise clients actually respect vendors who know their worth and run a tight ship.

It shows you’re not just a coder or a platform provider - you’re a serious business partner who’s in it for the long haul.

Think about it like this: you’ve spent years building your company, staying consistent even when it felt like a slog.

Maybe you’re planning to pitch to more enterprise clients or scale up your services.

A contract that lets scope creep spiral out of control could undo all that hard work, draining your team’s energy and your bank account.

But with these steps, you’re turning potential pitfalls into opportunities to shine. You’re showing clients you can deliver exactly what you promised - and charge fairly for anything more.

So, next time a client asks, “Can you add just one thing?” don’t just smile and nod. Pull out your scope of work, talk about a new Statement of Work, and price it right.

It’s a small move that keeps your projects profitable and your business growing. Consistency got you this far - now let smart boundaries take you even further.