You're halfway through a deck build when the homeowner walks out with coffee and says, "Hey, while you're here — could you also replace that railing on the front porch? Shouldn't take long, right?" And just like that, your profitable job turns into a favor.
Scope creep is the slow leak that sinks contractor profits. It's rarely one big ask — it's a dozen small ones that each seem too minor to charge for. But they add up fast.
Why Contractors Say Yes (When They Should Say 'Let Me Price That')
- You want to keep the client happy
- It seems like it'll only take a few minutes (it never does)
- You feel awkward bringing up money mid-job
- You're worried they'll leave a bad review
- You haven't clearly defined the scope in writing
The Magic Phrase
Here's the phrase that protects your margins without burning bridges: "I can definitely do that — let me put together a quick price for the additional work." That's it. You're not saying no. You're not being difficult. You're being professional. And most clients respect it because it's exactly what they'd expect from any other business.
How to Handle the Most Common Scenarios
"It's Just a Small Thing"
Small things have a way of taking an hour each. Your response: "Happy to take a look. If it's under 15 minutes I'll take care of it. If it's more involved, I'll let you know what it'll cost." This sets a clear boundary while still being generous.
"I Thought That Was Included"
This is why written estimates matter. Pull up the estimate and walk through the scope together. No arguing, no defensiveness — just clarity. "Here's what we agreed to. This item wasn't in the original scope, but I can absolutely add it. Here's what it would cost."
"Can You Just Do It and We'll Figure Out the Cost Later?"
"The Last Guy Would've Done It for Free"
The last guy is out of business. You're running a company. A polite smile and "I understand — but to do it right, here's what it involves" keeps you professional without caving.
Setting Up Change Orders
For any work outside the original estimate, create a simple change order: a one-line description of the extra work, the additional cost, and a signature or written approval (even a text message works). This takes two minutes and prevents disputes later.
- Describe the additional work in plain language
- State the additional cost (materials + labor)
- Note any schedule impact ("adds one day to timeline")
- Get written approval before starting — text, email, or signature
The Golden Rule
If it wasn't in the estimate, it gets priced separately. No exceptions, no guilt. This isn't being greedy — it's being a professional who values their time and delivers exactly what was promised, with full transparency on anything extra.