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Yeah, we have different experiences.
My current project is taking a hit to margin to keep us chargeable part time because, though our project is over and another phase of work is coming, we can’t stop now. So, my SM is basically not chargeable but letting others be chargeable and is taking personal responsibility for the SOW being late.
It might be hard but try to keep an open mind and see if you are able to overdeliver. I’ve never had a client that didn’t ask for more than agreed upon and I try to overdeliver when it’s reasonable. For the times you know you cannot do it all, try framing the situation like this and see what your leadership says.
“I understand that the client is now asking for X, and it sounds like it would create some value for them. Right now, I’m working on Y, which is a part of our original scope, and shifting focus to X will create real risk to the timeline or quality of Y because of Z reasons. With that in mind, do you want me to shift my focus to X? If so, I’ll start on it ASAP.”
This has been my experience as well on many engagements. The scope creep and unrealistic expectations with clients.