Scope of work exclusions
The written list of what your fee does not cover, so the gaps in the scope are not filled in by the client's imagination.
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What it is
Exclusions are the explicit list of what the fee does not buy, printed directly under the deliverables in your SOW or proposal. Deliverables tell a client what they get. Exclusions stop them from assuming everything adjacent comes free. The usual suspects: copywriting, photography, translations, hosting and domain costs, third-party licences and plugin fees, SEO work, email setup, native apps, ongoing maintenance, training past one session, and any browser older than the two you named.
Write it before you send the price, not after the first awkward request. The list doubles as a sales tool: a good share of the excluded items turn into paid add-ons the moment the client reads them and realises they need one. Keep every line countable (pages, rounds, languages, templates, hours), because a phrase like 'reasonable support' is an exclusion-shaped hole.
Gotcha: an exclusion list is not a force field against scope creep. It is the sentence that turns 'that would be a change order' into a calm conversation instead of a fight, and you still have to say it. The other trap is listing exclusions but forgetting assumptions: 'client supplies final copy by week 2' belongs right beside them, since a missing dependency wrecks your schedule just as effectively as unbilled work.
Ask AI for it
Draft the exclusions and assumptions section of a statement of work from this project description: [describe the project and its deliverables]. Produce two lists. Exclusions: 10 to 15 concrete 'not included' lines, each one an adjacent thing a client could reasonably assume comes with this specific project but does not. Derive every line from the description in front of you and drop any category that does not apply, so a brand identity job does not get hosting exclusions and a research engagement does not get browser support. Where the deliverables are countable, cap them (page count, rounds, languages, templates, hours) rather than writing 'reasonable'. Assumptions: 5 client-supplied dependencies, each with a named owner and a date. Close with one sentence stating that excluded work is available through a written change order at my standard rate.