While a bit simplistic in the description of how much you can lock down scope with an initial requirements document, the main point, which is to get paid for an

While a bit simplistic in the description of how much you can lock down scope with an initial requirements document, the main point, which is to get paid for an initial analysis and design phase, is incredibly important for small consulting shops. If you do not do this, you are merely rolling the dice every time you take on a project, and the odds are not stacked in your favor!