Tender · day one
Tom: Nine hundred pages. Four weeks. Price, programme, method. Go.
Sam's journey · Winning the work (tender) · Story 1
The client's wish list
The tender lands: 900 pages, four weeks. Somewhere in there is what the client actually needs, and two documents nobody has.
The wrong way
Tender · day one
Sam: Where are the information requirements?
Tom: "In there somewhere. Can you skim it by Friday?"
Tender · week three
Sam finds three lines in the prelims, ending "see Appendix K".
Tender · week three
Appendix K points to the client's Asset Information Standard and their 3D/4D Modelling Standard. Neither is in the pack. Nobody asks.
Bid submitted
Including two documents nobody has seen.
Get readyGet ready: Nine weeks into the job…
On the job
Emilia (client's information manager): Show me your 4D construction sequence.
They also want to check the asset data we're capturing, in their format. Blank stares. Nobody priced either.
A striped band means the story jumps ahead. Its colour, and the word on the card, say which stage of the job it lands in.
We promised to comply with two documents we'd never seen.
Find out what Sam should have doneSam's Lesson 1 · The client's wish list, then the same story done the right way.