Post image for Back to Basics: How to Write a Statement of Work

WRONG! Contrary to what many people believe, the Statement of Work (SOW) is not a sales tool. The SOW is a legal contract used to document the agreement only after the business terms have been agreed. This preliminary agreement can be verbal. This means that if there are price issues (and there always are!), have those negotiations before the SOW is presented. Yes, you could ignore this advice and use the SOW to negotiate the contract but doing so will always take more time.