Pre-Sales: Zero to Hero — Scope of Work — the exclusions that matter
STEP 6

Scope of Work — the exclusions that matter

SOW Scope SummaryExclusions written before inclusions
In scope Service desk for all 92 users, 7am–6pm local business hours, weekdays · endpoint management and patching · Microsoft 365 administration · network monitoring across three sites · security stack operation · backup operation with monthly tested restore and a report issued to Meredith · quarterly business review. Explicitly out of scope Their CAD platform and survey applications — vendor‑supported, with a documented escalation path and named contacts. Field tablets under a BYO arrangement. Anything at the Ironbend site's landlord‑managed internet handover point. Out‑of‑hours support, available as a priced add‑on rather than assumed. Assumptions Existing Microsoft 365 tenant retained. Site‑to‑site links remain with the current carrier for the first 12 months. Environment documentation completed during transition is accepted as the baseline; anything discovered afterward that was misrepresented at discovery is a variation, not an inclusion. Transition gate Managed service billing begins at completion of transition, not at signature. This costs us six weeks of revenue and is the single clause that made Tanya comfortable.
Why the exclusions came firstWriting exclusions before inclusions is an MSP discipline worth stealing. The inclusions are what wins the deal; the exclusions are what makes it survivable in month eight. A service desk inheriting an undocumented CAD integration nobody scoped is how a profitable contract quietly becomes a loss.