Scope of work & anti-scope-creep guardrails

Purpose of this document: to make it impossible for either side to drift without noticing. Florian gets paid for 4 days/month plus 10% of results. Every ask either fits the scope, gets logged as a change request, or gets politely declined.

Florian's role: strategic advisor, NOT business developer

Florian's job is to build the strategic machinery that makes 4Rooks's business development more effective. Markus and the 4Rooks team run the BD itself. If Florian sources a lead or facilitates an introduction, that is a bonus — not a key deliverable, and not a measure of engagement success.

This is the single most important framing in this document. Anything that drifts Florian into doing BD execution himself is scope creep.

In scope (what Florian delivers)

1. GTM strategy

• Maintain and evolve the GTM strategy on top of the foundational research report
• ICP definition, positioning, pricing posture, channel strategy, 90-day plan
• Decision support for go/no-go on verticals, geos, partners

2. Sales-ability — messaging, testing, training (assets, not execution)

• Messaging system (one-liner, elevator, persona-specific scripts, objection handling)
• Outreach assets (CFO/CEO/champion email + LinkedIn templates) — for the 4Rooks team to use
• Pilot procurement pack (SOW template, ROI worksheet, continuity note)
• Coaching / rehearsal with whoever at 4Rooks runs sales conversations
• A/B test framework + log — Florian designs the tests, 4Rooks runs them in the field

3. Research and insights

• The automated research function (target: live within 30 days)
• Living market overview (standards, regulation, competitor moves)
• Positioning and USP recommendations updated as the market shifts
• Insight memos triggered by significant market events

4. Strategic dashboard (joint workspace for Markus + Florian)

• A shared, access-protected dashboard at 4rooks.floriankrueger.com where Markus can input into joint strategy and easily manage / change information
• Florian builds and maintains the dashboard infrastructure
• Markus owns the inputs

Out of scope (politely decline or change-request)

How scope creep typically arrives (and how to handle it)

1. "Quick favour" — anything that takes >30 min and isn't in scope is a change request, not a favour
2. "While you're at it" additions during meetings — capture in change_requests.md, decide outside the meeting
3. Expanding deliverables — if a deliverable grows (e.g., research function expanding into competitor outreach), pause and align
4. Crossing into operational execution — if Florian finds himself doing the campaigns rather than designing them, raise it

Change-request process

Any ask outside the matrix above → log in change_requests.md with:

• What was asked
• Who asked
• Estimated effort (days)
• Proposed handling: included in capacity / additional billable / declined / push to later

Decision happens in the next weekly check-in. Nothing starts until it's logged and decided.

Success metrics (so "results" can be measured for the 10%)

The 10% performance fee needs an objective trigger. Proposed definitions, to be agreed with Markus in writing before invoicing:

• Lighthouse customer (target #1): 4Rooks signs ≥ 2 pilots ≥ €100k each within the engagement window, named or under reference rights. Florian's contribution is measured by the strategic machinery he provided (messaging, ICP, pipeline structure, procurement pack, research) — not by who sourced or closed the deal.
• International expansion plan (target #2): written, board-ready plan accepted by 4Rooks leadership.
• Research function (target #3): automated digest live on a defined cadence, producing usable artefacts (market overview, competitor moves, USP recommendations).

The 10% trigger applies on commercial wins where Florian's strategic work materially enabled them — see value_attribution.md. It does not require Florian to have personally sourced or closed the deal.

The "results" definition for the 10% must reference these triggers, not vague "GTM success."

Action: confirm this success-metric definition with Markus in the next call and append the agreed text to this file.