Win the workWin the work: Monday, 9am…
The bid room
The tender pack lands in the contractor's bid room. Tom, the bid manager, gives it the look he gives every tender pack: hope, and a calculator.
Stage 2 · Win the work · Stop 1 of 11
Should we bid?
The back alley's bill so far: 12 weeks · See the bill
The information · The client's tender pack
I've arrived at a contractor's office. Before anyone prices the job, somebody should read me and ask: can this firm actually do what I'm asking?
The wrong way
Go or no-go
An hour on price, programme and risk. The word "information" isn't said once.
Tom: Ground conditions, steel prices, weather. Anything else? No? Go.
A good coaster
The part of the pack about systems and information stays at the bottom, unread. It makes a very good coaster.
Get readyGet ready: Week two of the job…
A surprise guest
The client's document system turns up on site. Nobody in the firm has used it. Nobody priced the training.
The manual
Callum, the project manager, is handed a training manual as thick as a brick: three months of learning on the job, at the job's expense.
Who decided?
Nobody can remember who said the firm could do this.
Callum: Who decided we could do this?
Tom: Everyone. In an hour.
An hour on price, programme and risk. Three months learning the system nobody mentioned.
+3 weeks on the back alley's bill: A bid decided without reading the order: three months learning a system nobody priced.