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SOW RED-FLAG SCORECARD
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Run this against your implementation contract before signature. Mark each flag, the sheet does the math.
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#GroupThe clause (as it usually reads)Why it costs youWhat to negotiate insteadIn your SOW?Points
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1Scope"Data cleansing and preparation are the responsibility of the client."The #1 killer of go-live dates, priced at zeroData migration as a named SI workstream with per-entity reconciliationYes1
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2ScopeIntegrations "listed" in scope with no named owner per interfaceEvery unowned integration returns as a change order at crisis pricingEach interface named, owned, tested end-to-end as SI deliverable0
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3Scope"Assumes timely decisions and resource availability from client."Every slip becomes your fault, billablyDefine 'timely' in days per decision type, with a shared decision log0
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4ScopeTraining scoped as "train-the-trainer, up to X sessions"Adoption failure priced as your problemRole-based training deliverables with completion criteria0
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5ScopeReports/forms/workflows capped at a numberEvery item past the cap is a change orderDiscovery gate that fixes the list before build, unit pricing agreed now0
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6CommercialChange-order rates "at then-current rates"Uncapped pricing for the most likely workCO rates capped at contract rates for program life0
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7CommercialPure time-and-materials with monthly invoicingYou carry 100% of estimation risk; slowness is revenueMilestone payments with written acceptance criteria0
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8CommercialPayment schedule tied to calendar dates, not deliverablesYou pay on time even when the program is notPayments follow phase-gate sign-offs0
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9CommercialTravel & expenses billed "as incurred", no capA silent 8-12% on top of everythingCapped as % of fees, pre-approval above threshold0
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10CommercialRate card silent on personnel substitutionThe A-team sells it, the bench delivers itNamed key personnel, client approval on substitutions0
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11Testing & go-liveUAT scheduled under 6 weeks for a full implementationDefects found in production instead of testingUAT sized by scenario count with entry/exit criteria0
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12Testing & go-live"Business users will execute acceptance testing."Nobody really tests, on top of day jobsUAT resourced explicitly: backfill, scripts, triage process0
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13Testing & go-liveHypercare defined as 2 weeks, or undefinedWeek-3 problems arrive at new hourly ratesHypercare with exit criteria, not a date0
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14Testing & go-liveNo rollback plan required for cutover2am improvisation becomes the planRehearsed cutover runbook + rollback as deliverables0
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15Testing & go-liveGo-live date fixed in contract before design completesThe date drives decisions instead of readinessGo/no-go gate with jointly owned readiness criteria0
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16GovernanceStatus reporting in SI's format at SI's cadenceThe measured design the measurementClient-defined format: plan vs actual, decisions, risk aging0
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17GovernanceConfiguration/IP ownership silent or SI-retainedYou may not own what you paid to buildClient owns all configuration and documentation0
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18GovernanceNo termination-assistance clauseLeaving badly is priced to be impossibleDefined handover obligations at any exit0
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TOTAL FLAGS
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VERDICT:
0-3 flags: unusually clean. Sign it.
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Foundry reviews SOWs before signature as a two-week fixed-fee Health Check.
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Explore PMO with Foundry: https://calendly.com/anmol-foundryme/talk-to-anmol
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