Attempt to shape customer expectations before contract execution with the ability to trade off functionality/content scope for the highest priorities.

Ideally, negotiate Lean-Agile contract provisions that allow swapping of equal amounts of work effort for newer, higher priority work effort to allow the customer to change as they discover more and to allow the development team to be Agile and to adjust.

Be aware that fixed scope (requirements) is closer to the Waterfall end of the project management continuum, making all requirements the same priority. You have to help the potential customer resolve their concerns about changing to an unfamiliar project management approach for training products.

Line By Line

Here a Little, There a Little, Layer by Layer.

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