Standard customer contracts

Who this is for

Founder led lower-middle market companies with 5 to 50 million in annual revenue that want faster closes and fewer surprises.

The quick answer

Use one approved set. Master service agreement or terms and conditions. Order form or statement of work. Service level agreement when service is ongoing. Data protection addendum. Change order template. Include clear rules for IP ownership, confidentiality, limitation of liability, indemnity, governing law, and payment terms. Keep redlines to a short playbook.

The method in eight steps

Inventory current terms
Collect every contract you have used in the last year. List common edits and issues. Note which clauses caused delays.
Choose the standard set
Approve the core documents. Master service or terms and conditions. Order form or statement of work. Service level agreement. Data protection addendum. Change order. Proposal template if you use one.
Set clause positions and fallbacks
Write the preferred clause and one fallback for IP ownership, confidentiality, limitation of liability, indemnity, governing law, warranties, and payment terms. Keep fallbacks simple and pre approved.
Align price and payment terms
Match invoice timing to how you deliver value. Add deposits or milestone billing where work is custom.
Publish a redline playbook
Show the most likely customer edits and your accepted responses. Give sales and delivery a one pager with examples.
Create an approval path
Define who can accept changes and at what thresholds. Use a simple intake form so legal can respond fast.
Version control and e signature
Store the latest files in one place with clear names and dates. Use e signature so cycle time improves.
Train the team
Run a short session on the contract set and the playbook. Add links in the quoting and CRM tools.

Example

A services firm moved to one contract set with a short playbook. Median time to signature dropped by six days and disputes fell because scope and change orders were clear.

Pitfalls and fixes

Too many templates that drift. Keep one source of truth.
Open ended liability. Use a cap tied to fees and a higher cap only for specific risks.
Change requests through email only. Use a change order every time scope moves.

Checklist

Approved contract set
Clause positions and fallbacks
Redline playbook
Approval path and thresholds
Version control and e signature
Team training complete