Most scopes of work produced by remodeling companies are pretty dry and dense documents. Endless descriptions of the work to be done, on a trade-by-trade basis, which put those who read them to sleep.

We used to write documents like this, laid on in the Construction Specification Institute (CSI) format. Yes, we captured all the labor, materials, and trade contractor work and costs, but we missed the ball on capturing the project.

What we moved to doing instead was to look at the scope of work as a tool to help our clients get that we understood the problems with their home that they were trying to solve and the pains that not having them solved were causing them. Simply by doing that, you can gain their trust more effectively than only laying out every single item step required.

Their Problems
The lead intake person and the salesperson should dig and dig to get clear about the problems the clients have with their home. "Tell me more." "How long has this been the case?" "What is the way you would like your home to be? Why?"

The more probing that is done, the more likely the clients will think that your company really gets it. Start your proposal with the resulting findings.

How the Clients' Life in Their Home Is Affected
What do the problems prevent the clients from doing? What irritates them every time they look at it? What are they ashamed of to the point of avoiding having friends over?

Lay all this out. Not to be facetious, but you are trying to get them to cry tears of joy because your company understands them as people.

Challenges to Be Overcome
Now that you have laid out what their problems with their homes are and how their life in their home is affected by these problems, raise the challenges that come with working in their home to correct them.

It might be a planning department issue if an addition is needed. It might require a new electrical service if the house is older and the focus of a project is a kitchen remodel. Get them worried. Get them wondering how anyone can overcome these obstacles for them.

Solutions
Here is where you take all the above and lay out your solutions.

"Given the inadequate lighting in the kitchen that prevents Bob from cooking for company now that his eyesight is declining, a combination of recessed can lights and under-cabinet lighting will be designed, along with additional lighting at the main work areas."

Lay out the problem and let them know your solution. Make it personal so that they know they were heard and understood. This section of your proposal should be longer than the previous three. This is where you make the sale.

The Traditional Trade-by-Trade Scope of Work and the Price
This is where all the work is described and a price for the project is presented. A scope of work and a price are essential, of course. Delivering after all the above has been presented and explained makes this part of the document likely to not be looked at as carefully by the clients.

It is important that there be a careful review of this part, but I bet you can get a signature on your contract and then review the scope word by word. Why? You convinced your clients that you understand them, care about them, and can be trusted. That is what is needed on their part to make it so they can't imagine working with any other contractor.

Does what I am suggesting sound strange? Give it a try. I think you will be surprised by how much your closing rate goes up when you give your clients something that brings tears of joy to their eyes.