← Playbooks
Scoping & change orders
How we price, track volume against SOW tiers, and raise change orders before absorbing work.
DraftOwner Rachel Burke· Updated Oct 9, 2026· 40% adoption
01Scoping
- Start from the offer catalog. Custom scopes need VP sign-off.
- Price from the rate card. Quote at about 60% delivery margin so the account lands near its 42% contribution target once revisions and unbilled time land.
02Volume tracking
- Producers compare weekly asset counts with the SOW tier.
- At 10% over, tell the client lead. At 20% over, raise a change order. Pulse reached 38% because this didn't happen.