How I scope small business web projects in 20 minutes (without underpricing myself)

Most problems in freelance web work start before code: unclear scope, vague expectations, and pricing that doesn't match reality. Here is the 20-minute scoping structure I use before I send any quote. 1) Define one primary outcome Not "new website". Something measurable: more enquiries more bookings better local visibility If the outcome isn't clear, the project isn't ready to quote. 2) Lock the pages and features I list exactly what is in and out: pages forms CMS needs integrations post-launch support window If it's not written down, it's not in scope. 3) Identify content ownership early Who provides copy and images? If the client is delayed on content, timelines shift. I call this out before kickoff. 4) Price by delivery risk, not just build time A "simple" project with slow approvals can cost more than a technically harder project with a decisive client. 5) Add a change policy One round of revisions included, then paid change requests. This protects both sides and keeps momentum. Th