Dear Yogesh,

I’m a consultant, and I often encounter clients who request additional work beyond what was originally agreed upon in our statement of work. This puts me in a tough spot. To avoid conflict, I usually go ahead and do the extra work—but it comes at a cost to me. How can I address this issue effectively?  

Suresh

Dear Suresh, 

What you’re experiencing is a common challenge, and while the solutions are straightforward, they require discipline and practice to implement effectively. Here are two key strategies to help you manage these situations:  

1. Set Clear Expectations from the Start

At the beginning of every project, create a clear and memorable “expectations” event. It’s far easier to establish boundaries before additional requests arise than to push back after.  

During your project kickoff, communicate clearly:  

“I commit not to ask for additional compensation beyond what we’ve agreed upon. In return, I ask that you not request work outside the agreed-upon scope without additional payment.” 

If you’re already doing this, take it a step further to ensure the moment stands out. For instance:  

- Draft a brief agreement or disclosure document outlining your policy, and ask the client to sign it.  

- Share examples of past situations (without naming names) to illustrate why adhering to scope boundaries is important.  

This step is about more than explaining your terms—it’s about creating a moment that emphasizes your commitment to fairness and professionalism. If you’re working with a repeat client who has pushed for extras in the past, you can acknowledge that history:  "I recognize I haven’t always enforced this boundary as well as I should. Moving forward, I want to ensure we’re both on the same page to avoid misunderstandings." 

2. Enforce Your Boundaries

The real challenge comes when a client asks for something outside the scope of work. Here’s how to respond:  

Create a simple “New Requirements” form for such situations. When the client requests additional work, say:  

"I’d be happy to take that on! Let me document the new requirements and provide an updated estimate for cost and timing."

This approach is respectful but firm. It shifts the dynamic from implicit expectations to clear agreements.  

Overcoming Internal Challenges  

Both of these steps may feel uncomfortable if you’re used to prioritizing harmony or avoiding conflict. Setting and holding boundaries requires you to overcome the fear of disappointing others and to prioritize fairness—both to your client and to yourself.  

If you feel reluctant, remind yourself of your responsibility to advocate for your needs. Think of yourself as your own client, managing a project called “Fair Pay for Fair Work.” By protecting your boundaries, you’re not just ensuring proper compensation—you’re fostering a professional relationship built on mutual respect.  

This process will require a mix of interpersonal and personal growth. As you implement these changes, you’re not just improving your business—you’re taking steps toward a healthier and more empowered approach to life.  

Wishing you success as you move forward,  

Yogesh