The solution you ship rarely resembles the one you were asked for.
A requirement arrives, you scope it, and then over the next few weeks it gets revised. Again. And again. By the end it looks almost nothing like the opening request.
It is tempting to read that as indecision, or scope creep, or a buyer who did not know what they wanted. Usually it is none of those. It is understanding, maturing in real time.
In more mature markets, where buyers have been procuring cloud far longer, the requirement often turns up already shaped — they have done this before and arrive knowing what they need. In this region, more often, you are shaping it together. A good chunk of what gets called “solutioning” is really education, and the spec moving is the evidence it is landing.
So the moving target is not the problem to be solved. It is the work. Pin it down too early and you have sold something the buyer outgrew before signature.
The brief tells you where the buyer started. The job is to be useful all the way to where they end up.