---
title: "什么是 固定价格？"
canonical: https://wavect.io/zh/glossary/fixed-price/
language: zh
description: "签署过的 SoW（在奥/德为 Werkvertrag）。供应商在法律上必须按约定的范围、价格与截止日期交付。"
image: "https://wavect.io/img/general/bak/open_graph_preview.jpg"
---

合作模式

# 固定价格

签署过的 SoW（在奥/德为 Werkvertrag）。供应商在法律上必须按约定的范围、价格与截止日期交付。

最近审阅: 2026-05-24 审阅人 [Kevin Riedl](/zh/team/kevin-riedl/) [wiki ↗](https://www.wikidata.org/wiki/Q139796365)

固定价格合作把交付风险从客户转移到供应商。开工前价格已定。范围已书面写明。截止日期是合同的一部分。供应商超出预算或时间，那是供应商的问题，不是你的。

要让这一切是真的而不是表演，合同必须是 Werkvertrag（奥/德法律下）或当地最接近的等价物。Werkvertrag 在法律上把供应商绑定到交付这项工作，而不仅仅是提供劳动，客户可以在工作被验收前扣留付款。「固定价格」只是一句口头承诺、底层却垫着一份 [Time & Material](/zh/glossary/time-and-material/) 合同，那不是固定价格，那是一句营销话术。背后的那份 [SoW](/zh/glossary/sow/) 才是这个保证真正存活或死亡的地方。

举个实际例子：一个供应商报价「大约两万五，固定」，但 SoW 写着「按工时按月付款」，且没有列出任何验收标准。那是 T&M 戴了顶固定价格的帽子。诚实的版本会命名交付物（「结账流程上线，通过验收测试 A、B、C，截止日期 X」），写明价格，并把超支风险压在供应商身上。如果他们不肯把这些写下来，那价格就不是固定的。

Wavect 在范围明确、且发现工作已经做过的项目上跑固定价格。对发现之前的工作，我们先跑一个 2 至 3 周的 [发现阶段](/zh/glossary/discovery-phase/) ，它本身也是固定价格。如果你继续与我们做 Build，这笔费用会从 Build 发票里扣除。

诚实的取舍，以及创始人最常犯的错误：把固定价格强加到真正不确定的范围上。当未知很大时，固定价格供应商要么把估算虚报 30% 到 100% 来吸收风险，要么报低再砍质量来守住预算。两者都不利于你。先做发现，对你真正知道的部分固定价格，把真正未知的部分放在另一种模式上。Wavect 的固定价格保证意思是：签署过的 SoW（Werkvertrag），法律上必须交付。它不等于「错过截止日期就退款」。

相关： [Fractional CTO 奥地利](/zh/services/fractional-cto/) 公开了每个档位的固定价格。

**在软件项目中何时最关键。** 当范围已锁定、而你希望交付风险落在供应商而非你身上时。固定价格只有在未知项被解决之后才诚实，通常要靠 Discovery。

**创始人通常会搞错什么。** 他们为了封顶预算，把固定价格强加到真正不确定的范围上。供应商于是把估算抬高 30% 到 100% 来吸收风险，或低报后再砍质量来不超支。两者都不为你服务，而固定价格保证是「交付已签范围」的承诺，不是日期滑动就退款。

**Wavect 如何处理。** 我们只对 Discovery 真正定下来的部分锁价，签一份 Werkvertrag，把超支风险压在我们身上。 [固定价格对比 Time and Materials 指南](/zh/software-development-guide/fixed-price-vs-time-and-materials/) 讲清了何时锁价、何时保持灵活。

// FAQ

## 常见问题

### Wavect 的「固定价格保证」具体保什么？

保的是一份签署过的 SoW（在奥/德为 Werkvertrag），我们在法律上必须按范围、价格、截止日期交付。它不是「错过期限就退款」的承诺，而是「我们必须把活干完」的法律义务。

### 什么时候固定价格不合适？

当范围真正不确定时。把固定价格强加到发现之前的工作上，会让供应商把估算虚报 30% 到 100% 来吸收未知，或在现实咬下来时偷工减料。先做发现，再对你真正知道的部分固定价格。

### 固定价格还是可能搞砸吗？

会。两种失败模式：供应商报低再砍质量来守住预算，或者 SoW 里的范围含糊演变成一场 Change Request 之战。缓解办法是查看同等规模的过往项目，并把验收标准写到精确得足以测试。

相关术语

- [SoW](/zh/glossary/sow/)
- [Time & Material](/zh/glossary/time-and-material/)
- [Discovery Phase 发现阶段](/zh/glossary/discovery-phase/)
- [Retainer 保留费](/zh/glossary/retainer/)

相关服务

- [软件开发](/zh/services/software-development/)

相关案例研究

- [债券分析平台](/zh/case-studies/bond-analytics/)

相关对比

- [wavect-vs-staffing-agencies](/zh/compare/wavect-vs-staffing-agencies/)
- [wavect-vs-dev-agencies](/zh/compare/wavect-vs-dev-agencies/)

聊聊

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