how to answer the question: "how much does the site cost?"

This is probably one of the most popular questions asked by potential customers.

At the first meeting, you explain to the client that sites, like cars, are very different. And the price very much depends on its needs and financial capabilities.

But it’s quite difficult to name the final amount when the statement of work has not yet been written and it is not completely clear what the client wants.
Writing a detailed and good statement of work, not being sure that the contract will eventually be signed, is not profitable. For it is wasted time. Time is money.
It turns out a double edged sword.

How we tried to solve this problem:
(we are talking about an average web-studio)

TK first - then contract

1. The client fills out a fairly detailed questionnaire on the development of the site.
2. Based on the questionnaire and personal conversation, a preliminary calculation is made.
3. If the approximate amount of the client is satisfied, then we proceed to the preparation of the statement of work. You understand that for a site it’s possible to paint everything in a day, and for a site it will take two weeks to communicate closely with the customer. Depending on the size and needs.
4. When the statement of work is ready, we do the recalculation, remove something, if the amount is too large for the client, sign the contract and start working.

The circuit is ideal for the customer. He already at the stage of signing clearly understands what he will receive for his money, and what his site will be like.
But it’s not very convenient for the contractor: not everyone after clause 3 agrees to work and sign a contract.
And the time spent on the drafting of the TOR will not be returned.

First contract - then TK

1. They made an even more detailed questionnaire in order to maximally identify possible "pitfalls"
2. Based on the questionnaire, we call a more accurate amount.
3. We sign an agreement that contains clauses of the following nature:
   - after the preparation and signing of the terms of reference, it becomes an integral part of the agreement
   - by additional agreement, an estimate for add. work
4. We prepare TK more carefully and thoughtfully (the client is already “ours”).

For the studio, the advantages are obvious: all work on the project is paid.
But the customer does not like such a scheme, since he does not understand what he pays for and what he will receive in the end.

Those. project - contract - TK

1. All the same profile + personal meeting.
2. We voiced the approximate cost. If satisfied - go to step 3
3. On the basis of the questionnaire + meeting, in a day or two we draw up a document - a “technical project”, which in very general words describes the essence of the future site.
4. If necessary, we change and agree on the total amount.
5. We sign an agreement similar to the previous one, with the addition:
   - The terms of reference are drawn up as part of the technical project and cannot contradict it.
6. Further TK and forward :)

Customers like the scheme, but we don’t really like it.
Anyway, before the start of work it is difficult to foresee everything . And customers are often very reluctant to agree to surcharges and recalculations.

The ideal scheme has not yet been invented :)

And how do you solve this problem?