By CEOLegalCoach Acacia Thornton
You’ve probably been there before. You wrap up a project or deliver a service, only for the client to respond with, “Oh, could you just tweak this little thing?” or “Can you add this quick update?” Before you know it, that “quick tweak” turns into hours of unpaid work—and your carefully planned schedule gets thrown off balance. This constant cycle of doing more without getting paid more is called scope creep—and it’s one of the biggest revenue drains for service providers, product sellers, and subscription-based businesses. The good news? You don’t have to let it happen. With the correct contract terms in place, you can set clear boundaries, protect your revenue, and strengthen client relationships without feeling like you’re nickel-and-diming them. Here’s how to stop clients from asking for more without paying for it—and how The Contract Clauses That Impact Revenue program can help you create contracts that safeguard your time, money, and peace of mind.
1. Scope Creep: When Small Requests Turn into Big Problems
Scope creep happens when clients ask for extra work, revisions, or services that exceed the originally agreed upon. At first, it seems harmless—after all, it’s just a tiny request, right? But these “small” requests can quickly snowball into significant time, effort, and resources you didn’t plan for—and aren’t getting paid for.
I had a client providing data analysis services for a mid-sized company. The contract was simple: three months of regular data audits, a monthly performance summary, and a final strategy report. But halfway through, the client started requesting “minor adjustments.” They wanted additional data sets analyzed, more frequent performance reports, and even ad hoc calls to discuss the results. Since the contract did not have a scope creep clause, my client felt obligated to comply—after all, they didn’t want to upset the client or jeopardize the relationship. What started as a straightforward engagement turned into a never-ending workload. By the time the project ended, the client had received double the agreed-upon value, but my client’s profits had taken a major hit.
A well-crafted scope creep clause outlines what’s included in the agreement and what’s not. It sets limits on revisions, defines what constitutes additional work, and establishes a process for handling out-of-scope requests. By setting boundaries upfront, you protect your time, resources, and revenue—without feeling guilty for saying no.
2. Undefined Acceptance Clauses: When Clients Never Declare the Work “Done”
When is your work genuinely complete? Is it when you send the final product? Or is it when the client finally decides they’re satisfied? Without acceptance clauses that define what “done” looks like, you can end up in an endless loop of revisions, delays, and disputes—often without getting paid. A web designer I worked with delivered a stunning website for her client. Every milestone had been approved along the way, but the client went silent when the final product was sent. Weeks passed. No feedback, no payment, just radio silence. Since the contract didn’t specify an acceptance timeline, the client felt no urgency to approve the work, and the designer was left chasing payment for a project that should have been completed.
An acceptance clause solves this by setting a clear client feedback and approval timeline. For example, it might say, “The client has 7 days to review and request revisions. If no response is received within that time, the work is deemed accepted, and payment is due.” This clause ensures you’re not stuck in limbo, waiting for clients to declare the work done.
3. Unlimited Revisions: When Clients Keep Coming Back for More
Revisions are part of the creative process—but they can quickly get out of hand. Without limits on the number of revisions in your contract, some clients may request tweaks, updates, and changes long after the project is completed. A graphic designer I worked with spent months perfecting a brand logo for a client. They had agreed on two rounds of revisions, but because the contract didn’t define that clearly, the client kept requesting “just one more thing.” By the time the revisions ended, the designer had invested triple the planned time—without getting paid for the extra work.
Revision limit clauses define how many revisions are included in your service. They clarify that additional revisions will incur extra fees, ensuring clients respect your time and expertise. For example: “The project includes three rounds of revisions. Any additional revisions will be billed at $X per round.” This approach protects your revenue and sets clear expectations that prevent misunderstandings.
4. Early Cancellations: When Clients Walk Away and Leave You Holding the Bag
Long-term contracts offer stability and predictability—but only if clients stick around. When a client cancels early without notice, it disrupts your cash flow, leaves you with unrecovered costs, and forces you to scramble to replace the lost revenue. One of my Fortune 500 clients was excited to secure a multi-year deal with a large corporate client. The agreement promised consistent income and long-term stability, and the sales rep would easily hit his monthly quota. However, there was one problem—the client inserted a termination clause allowing them to cancel at any time with 30 days’ notice. Two months into the deal, the client exercised that right, leaving my client with unrecouped costs and a sudden revenue gap. A better contract would have included minimum-term clauses that required a more extended commitment before termination was allowed. It could have included notice periods that extended beyond 30 days or tied cancellation to specific milestones.
A minimum term clause protects against early cancellations by requiring clients to commit to a minimum period before they can terminate the agreement. A notice period clause ensures that if they do cancel, they provide adequate notice—giving you time to adjust operations or replace the lost revenue. For example: “Client may cancel after 6 months with 60 days’ written notice. Early termination will incur a cancellation fee of X% of the remaining contract value.” These clauses protect your income and create stability that allows your business to grow predictably.
5. Bundled Service Discounts: When Clients Unbundle but Want the Same Price
Offering bundled services is a smart way to increase sales and provide value to your clients. But what happens when a client cancels part of the bundle and expects to keep the discounted rate for the remaining services? Without a bundle price adjustment clause, you could be left delivering high-value services at a price that no longer makes sense. One of my clients, a SaaS provider, offered bundled packages that included software access and ongoing consulting services. The package provided a discount because the client was purchasing both services together, making it a win-win: predictable recurring revenue for my client and valuable support for the customer. Everything was running smoothly—until the client decided they no longer needed the consulting services. They asked to keep using the software but wanted to cancel the consulting portion. On the surface, this seemed reasonable, but because the services had been bundled together at a discounted rate, removing the consulting component left my client delivering the software at a steeply reduced price. Without an unbundling clause, my client could not adjust the pricing or recoup the value of the services initially built into the bundle. They were left providing a high-value product at a discount that no longer made sense for their business.
An unbundling clause protects against this by ensuring that if a client cancels one part of a bundled service, the pricing for the remaining services automatically adjusts to reflect the standard, non-discounted rate. For example: “If the customer elects to cancel any component of a bundled service agreement, the remaining services will revert to standard pricing, and any applicable discounts will be removed retroactively.” This clause safeguards your revenue by preventing clients from cherry-picking the most valuable parts of a bundle without paying full price. It ensures that your pricing structure remains aligned with the value you deliver.
Scope Creep Isn’t the Only Clause That Drains Your Revenue
While scope creep is one of the most obvious culprits, it’s not the only way your revenue can quietly slip away. Without solid acceptance clauses, termination terms, revision limits, and bundle price adjustments, even satisfied clients can cost you time, energy, and profits. Misunderstandings, delayed payments, and unexpected cancellations can all impact your bottom line if you’re unprepared. The Contract Clauses That Impact Revenue program covers all these critical areas, ensuring that you’re not just protecting yourself from scope creep but also creating a foundation where your contracts strengthen client relationships, boost profitability, and generate predictable revenue.
How to Create Contracts That Protect Your Time, Revenue, and Relationships Contracts don’t have to be intimidating or complex. Written with clarity and intention, they are powerful tools that align expectations, protect your time, and strengthen client relationships. They help you prevent misunderstandings, maintain boundaries, and ensure that the value you deliver is compensated fairly. But knowing what to include—and how to customize clauses for your unique business—can be overwhelming. That’s where The Revenue Rise: Clear and Simple Contract Terms to Boost Revenue program comes in.
Why Join The Revenue Rise: Clear and Simple Contract Terms to Boost Revenue Program?
In this program, you’ll learn how to:
- Craft contracts that prevent scope creep and protect your time.
- Implement acceptance clauses that define when your work is done (and when you get paid).
- Create revision limits that prevent endless back-and-forth.
- Establish minimum term and notice period clauses to safeguard against early cancellations.
- Add bundle price adjustment clauses that protect your revenue when services change.
Ready to stop doing more for less and take control of your revenue? Join The Revenue Rise: Clear and Simple Contract Terms to Boost Revenue program today and build a business where your hard work is protected, your time is respected, and your revenue is predictable.
Written by Acacia Thornton. Acacia Thornton is a licensed attorney, business coach, and corporate trainer. You can follow her on Instagram @ceoelgalcoach or explore her programs at ceolegalcoach.com.