The case: The client is a group of consulting companies. The organization decided to introduce the Scrum framework for software project development across all companies in the group (more than 80).

However, the contracts with their Clients follow a traditional plan‑driven lifecycle. Therefore, project and service contracts need to be redefined according to Agile principles.

PMProgetti's intervention: After delivering Scrum framework training for Scrum Masters, Product Owners, and Developers, and supporting many professionals (over 2,000 people) in achieving PSM‑I, PSPO‑I, and PSD‑I certifications, we were asked to provide support in adapting proposals and contracts to the Agile framework.

Our work focused on redefining the structure of technical and financial proposals in alignment with Agile principles.

We proposed a multi‑level (multi‑tier) structure consisting of:

• a Master Service Agreement section containing the fixed elements of the proposal/contract,
• a Service Category section grouping the variable elements, and
• a Statement of Work (SOW) section detailing the dynamic elements.

Milestones and payment terms were reorganized to emphasize the actual Value delivered.

For certain types of Time and Materials contracts, we introduced the concept of graded Time and Materials, linking the quality and timeliness of the work performed to the economic compensation, including a bonus for early delivery and a reduction for late delivery.

For managing Change Requests, we proposed the Dynamic Scope Option, which allows scope adjustments and innovation funding at specific moments while limiting the supplier’s risk.

Finally, we emphasized the partnership relationship by introducing schemes to manage early contract termination, with the goal of maximizing project value for the Client and strengthening the supplier group’s presence through the acquisition of additional business.