[gt565k]

This is really partially process and payment related question.

This is why you make design and deliverable requirements and have the client sign off on them during the RFP phase.

Payment terms structure and estimate padding for the project cost should account for risk of client changing requirements and/or completely backing off.

Example payment structure:

15% due at start of project 20% split in between in 4 payments as time goes by 5% due at final deliverable

Payment terms are generally flexible and vary depending on your ability to estimate work and risk. As well as what the client is comfortable with.

Once you make the client aware that they have to sign off on requirements and make payments at specific time intervals during the project, they will be more involved in making sure what they want is conveyed and there's no miscommunication.

[brudgers]

It is also an expectation problem. Not the client, but the contractor/consultant. Design is iterative. Engineering design is like engineering: it's reasonably objective. Most other design is not because better color/animation/layout/texture/etc. is not reasonably objective because the criterion is "what is the client happy paying for."

The tenor of the question suggests the degree to which expectations are off base. You can't convince a client that they like a different color scheme; three columns over a sidebar; tabs more than endless scroll. That's just how it goes.

I completely agree that it is process and payment related, too. The process and payments are a result of expectations.