How to write a statement of work (SOW), with an example

What a statement of work contains, how to write a scope that can be checked, a three-milestone example, acceptance and changes, and billing each milestone.

The short answer

A statement of work (SOW) describes one project: what will be done, what will be delivered, by when, how each delivery is accepted and what it costs. It usually sits under a master services agreement, which holds the terms that do not change from project to project, such as liability, confidentiality and ownership. Each new project gets its own short SOW instead of a new contract.

A good SOW is specific enough that both sides can tell, on any given day, whether the work is on track and whether a request is in scope or a change.

What a statement of work contains

QuoteBill’s statement of work sample has these parts, in this order:

  • The master agreement it sits under, by title and date, and the SOW’s own number.
  • Scope of work, with examples of what is out of scope.
  • Deliverables, each with its format.
  • Schedule and milestones, with the dates moving if the client is late with what it must supply.
  • Acceptance: a review period, the criteria, and what happens if no answer comes.
  • Fees and payment: fixed price or time and materials, and when each invoice is due.
  • Assumptions the price relies on, and client dependencies with their dates.
  • Changes, contacts with authority to approve, and which document prevails in a conflict.

Write the scope so it can be checked

Vague scope is the main source of disputes. Name deliverables you can point at, give numbers where there are numbers, and list what is excluded. Compare “design the app” with “design 12 screens for iOS and Android in Figma, with one clickable prototype and two rounds of revisions; illustrations and copywriting excluded”.

Assumptions deserve the same care. If the price assumes the client supplies final text by a date, or that an existing system has a working interface, write it down; when an assumption turns out wrong, the SOW then treats the effect as a change rather than an argument.

Worked example: a mobile app MVP in three milestones

A studio agrees a fixed price of 20,000 for the first version of a booking app, paid by milestone on acceptance. The figures are illustrative. The client reviews each milestone within 10 business days; under the sample, a milestone with no response in that period is treated as accepted.

Halfway through, the client asks for a payment feature that was listed as out of scope. The studio sends a change proposal within 5 business days with the extra cost and the effect on the dates, and work on it starts only once both sides agree in writing.

  • Milestone 1, design and prototype, due 2026-11-20: 30% of 20,000 = 6,000.
  • Milestone 2, working app on test devices, due 2026-12-18: 50% of 20,000 = 10,000.
  • Milestone 3, store release and handover, due 2027-01-15: 20% of 20,000 = 4,000.
  • Check: 6,000 + 10,000 + 4,000 = 20,000.
  • Out of scope: in-app payments, an admin dashboard and content writing.

Acceptance and changes in practice

Acceptance is where payment hangs, so make it concrete: the criteria are the agreed specification or test cases, the client either accepts or lists defects in writing, the provider fixes listed defects and resubmits, and only the corrected points are reviewed again. An acceptance certificate signed at each milestone gives both sides a clean record.

For changes, a change order agreement records the reason, the new scope, the effect on price and payment, the effect on dates and the work already performed, and states that everything else stays unchanged.

Building and billing it in QuoteBill

Read the statement of work and master services agreement samples on their public pages, then sign in, fill the blanks and send them through E-Contracts; a project can also start from an accepted quotation or a project proposal, so the client and the priced lines carry over. Use the acceptance certificate template to record each milestone’s sign-off.

Once the SOW is signed, bill each milestone from it with “Make an invoice from this contract”, then “Part of it” and the milestone’s percentage in “Share of the price (%)”. E-Contracts makes a simple electronic signature with an audit trail, not an advanced or qualified electronic signature, and QuoteBill does not verify who signs; whether that is enough depends on the contract and the country. The sample texts are not legal advice.

Check before you sign a statement of work

Read it once more with these questions:

  • Could a stranger tell from the scope whether a request is included or a change?
  • Does every deliverable have a format, a date and an acceptance criterion?
  • Do the milestone payments add up to the total price?
  • Are the client’s dependencies listed with dates, and what happens if they slip?
  • Is it clear which document wins if the SOW and the master agreement disagree?

Questions people ask

What is the difference between an SOW and a contract? An SOW is a contract document too, but it covers one project. The master agreement holds the general terms; the SOW holds the project details and refers to it.

Do I need a master agreement to use an SOW? Not always. For a single project, a service agreement with the same details is enough. A master agreement pays off when you expect several projects with the same client.

Fixed price or time and materials? Fixed price when the scope is clear and stable; time and materials when it is not, with an estimate that cannot be exceeded without the client’s written agreement.

What if the client never responds to a delivery? QuoteBill’s sample treats a deliverable with no response within the review period as accepted. Whatever you use, write the rule down so that silence has a defined meaning.

Browse the 119 sample contracts

250 Free Invoice, Quote & Receipt Templates

  • Project proposal template

    Project proposal template: scope, deliverables, timeline and price as line items, with a valid-until date. A proposal is not a firm offer until you confirm it.

  • Acceptance certificate template

    Acceptance certificate in which the client confirms in writing that goods or work were delivered and accepted: items, date, remarks and signature lines.

  • Software development quotation

    Quotation template for software developers and studios: requirements analysis, feature development and acceptance testing. Download it as Excel or Word.