How to write TK before concluding a contract?

Question

Project management

Hello,
I'm interested in such a question - how do you write technical specifications for the development of websites before concluding a contract?
I will describe the essence of the problem more clearly:
In order to evaluate the project as accurately as possible, you need to write a detailed TOR, in which all the subtleties are spelled out and coordinate it with the client. This process takes a long time, and after writing and agreeing, the client may go to another artist. How to insure yourself from such an unpleasant situation? Of course, you can offer to make TK under a separate contract, but the client can refuse such a scenario. I would not want to lose a client because of his disagreement to pay for the TK.
I would like to hear your experience with this stage.
Thank you!

Answer 1

As we do: we give a brief, he fills it out. We say the approximate cost + - 10%
The manager works with the client (in person or by phone), asks him (what will be on the site, what and how, la la, repeats something from the brief, clarifies). Further, all this information is poured into the TK, which is convenient for us.
Further, we give the TK and the contract for signature.
I don’t remember that after drawing up the TOR and sending it for signature, someone did not work with us

Answer 2

Take an advance payment for the creation of TK. That is, you roughly estimate the cost of the TK, take an advance payment of 50% of the approximate cost, make the TK as a result, you get the exact cost, and upon confirmation, the client pays the rest. Then proceed to the implementation of the functionality in approximately the same way.

Answer 3

Clients do not pay well for technical specifications, but you can go for a trick and charge hourly fees for analytics, but there is this state. customer, then this will not work.