Great piece, @tptacek It's also important how you position & present this to the client. Say: "I am going send over our statement of work. This details exactly

Great piece, @tptacek It's also important how you position & present this to the client. Say: "I am going send over our statement of work. This details exactly what you are going to get, and by when. It'll be an attachment to our standard contract. The contract has some legalese in it that my (or our) lawyer had us include, but I don't want that to stand in the way of us doing business, ok? If you have any questions about the terms, just highlight and we'll talk about it." With this positioning you don't suck the enthusiasm and the optimism out the project.