[GTM glossary](/glossary.txt) Statement of work Sales # Statement of work (SOW) In short A statement of work (SOW) is a document that describes exactly what a vendor will deliver for a customer, by when, and for what price. It turns a general agreement into a specific, measurable project. A SOW is common in services, implementation, and custom work. It usually sits under a master services agreement, which holds the standing legal terms. This is general information, not legal advice. ## What a SOW usually includes * **Scope:** What is included, and just as important, what is not. * **Deliverables:** The specific outputs, with acceptance criteria. * **Timeline and milestones:** Start date, key dates, and the end date. * **Roles and responsibilities:** What the vendor does and what the customer must provide, such as access or approvals. * **Fees and payment schedule:** Fixed price, hourly rates, or milestone billing. * **Change process:** How scope changes are requested, priced, and approved. --- ## SOW compared with related documents ### SOW vs MSA The MSA holds standing legal terms for every deal. The SOW covers one project. ### SOW vs order form An order form lists products, quantity, and price, which suits subscription software. A SOW describes work to be performed, which suits services and implementation. ### SOW vs proposal A proposal is a sales document that persuades. A SOW, once signed, is a commitment that both sides can be held to. --- ## How to write a clear SOW ### Be specific about scope Vague wording such as "support onboarding" invites disagreement. Say how many sessions, which systems, and which outputs. ### Define what done means Add acceptance criteria and a review window so the customer cannot leave deliverables unaccepted indefinitely. ### List assumptions Say what you rely on, such as timely access to data. If an assumption fails, the timeline and price can change. --- ## Common mistakes * **Scope creep:** No change process, so extra work is done for free. * **Unclear ownership:** Customer tasks not listed, so delays are blamed on the vendor. * **Sales promises outside the document:** Verbal commitments that never reach the SOW. --- ## Statement of work FAQs **What is a statement of work (SOW)?** A statement of work is a document that defines the scope, deliverables, timeline, responsibilities, and fees for a specific project between a vendor and a customer. Once signed, it sets clear expectations for both sides. **What is the difference between an SOW and an MSA?** An MSA sets the general legal terms between two parties and applies to many deals. A SOW describes one project in detail, including scope, deliverables, schedule, and price. The SOW typically operates under the MSA. **What should be included in a statement of work?** Include the project scope, deliverables with acceptance criteria, timeline and milestones, roles for both sides, fees and payment schedule, assumptions, and a change request process. Clearly stating exclusions helps prevent disputes later. **Who writes the statement of work?** Usually the vendor drafts it, with input from sales, delivery, and legal, and the customer reviews it. Some buyers provide their own template. Both sides must agree before work begins. Share term --- ## More related phrases * [Champion letter](/glossary/champion-letter.txt) * [Mutual close plan](/glossary/mutual-close-plan.txt) * [Non-disclosure agreement](/glossary/non-disclosure-agreement.txt) ## Similar phrases * [Mutual action plan](/glossary/mutual-action-plan.txt) A mutual action plan is a shared, dated list of steps that buyer and seller agree to complete so a deal can move from evaluation to signature. * [Procurement](/glossary/procurement.txt) Procurement is the buyer-side function that vets vendors, negotiates price and terms, and manages purchasing, which often adds steps late in a B2B deal. * [Contract management](/glossary/contract-management.txt) Contract management is the process of creating, negotiating, signing, tracking, and renewing contracts, so deals close faster and obligations, pricing, and renewal dates are not missed. * [Purchase order (PO)](/glossary/purchase-order.txt) A purchase order (PO) is a document a buyer sends to a seller to authorize a purchase, listing items, quantities, prices, and terms, and it often gates when a B2B deal can be invoiced. * [Master services agreement (MSA)](/glossary/master-services-agreement.txt) A master services agreement (MSA) is a contract that sets the standing legal terms between a vendor and a customer, so later deals can close faster under one framework.