How To Negotiate Scope Without Killing Margins

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Oct 8, 2026 · 11m · transcript

Most sales teams lose profit not on price, but on scope creep. In this episode, we dissect the specific mechanics of how a single misunderstood requirement in a software implementation contract can eat twenty percent of gross margin before the first line of code is written. Lucas and Luna break down the 'Scope Boundary Protocol' used by high-growth SaaS companies to protect their delivery teams. We look at the exact clause language that shifts ambiguity from the vendor to the buyer, and why refusing to define 'done' is actually the most profitable thing you can say in a…