Purpose

Translate client needs identified during the Discovery Call into a structured service scope and an internally consistent fee strategy aligned with ISO requirements on determining customer requirements, feasibility, and capacity planning.

Scope

Applies to all qualified leads who have completed a Discovery Call. Responsible parties: CEO and Project Director. Admin supports document organization.

Inputs

• Discovery Call Summary
• Documents received from the client (drawings, budgets, schedules)
• Internal service definitions (PM, CM, QS, Design Advisory)
• Current fee structure and pricing logic

Outputs

• Draft scope of services
• Internal fee calculation notes
• Defined list of assumptions and exclusions
• Decision to proceed to proposal drafting

Procedure Steps

1. Review the Discovery Summary and any client documents to confirm completeness and identify missing items.
2. Map client needs to Chenla’s service pathways: PM, CM, QS, Design Advisory, or a combination.
3. Draft the preliminary scope, clearly distinguishing core activities from optional add-ons.
4. Identify constraints, risks, and required clarifications based on ISO feasibility and capacity considerations.
5. Calculate fees using the standard pricing logic (effort, complexity, risk level, and required resources).
6. Document assumptions and exclusions to ensure transparency and avoid scope drift.
7. Review the draft scope and fee logic internally with the Project Director or CEO for alignment and approval.
8. If gaps or inconsistencies remain, return to the client for clarification before moving to proposal preparation.

Quality Checks

• Draft scope must align with the Discovery Summary with no contradictions.
• Fee strategy must reference effort, complexity, and risk — not arbitrary values.
• Assumptions and exclusions must be explicitly documented.
• ISO feasibility criteria must be addressed before approving the scope.

Records

• Scope Mapping Worksheet in ERPNext
• Internal Fee Calculation Notes
• Clarification Requests (if any)

Notes / Exceptions

• PM/CM/QS hybrid scopes must explicitly state division of responsibility to avoid overlap.
• If the client appears unsure about their true needs, a paid Advisory Phase may be recommended before full engagement.