Consider one of your prospects needs reliable estimate before deciding on an investment. It may be a proposal, quote or Statement of work. Often we sit on the fence, throwing numbers with bundle of disclaimers/assumptions. It does not help us nor the prospect.
Instead, step in, roll your sleeves and scope it. Learn about their business, read existing documentation, meet the customer team, involve the right people in the process. Put dedicated time and effort to provide a solid estimate for the prospect.
It is the foundation of which trust will develop and prosper!
Who should pay for scoping?
Well, the budget can be drawn from Presales, prospect, or negotiate 50/50. But do not sit on the fence!