Pricing day
Tom needs a number for information management. The deadline is tomorrow, obviously.
Tom's journey · Pre-Construction · Story 2
The plug number
Information management is priced as a percentage somebody used last time. It's half what the job needs.
The wrong way
Pricing day
He opens last job's spreadsheet: "IM: 0.5%". Nobody knows where it came from.
In it goes
0.5% covers one information manager for half the job, and no licences.
Win the workWin the work: Contract award…
Contract award
Sam reads the price. "Who's doing document control?" Nobody.
Month one
Licences for the client's systems: not in the price. Training: not in the price.
Month two
Kofi forecasts the real cost at double. Tom, already on the next bid: "It's what we always put."
Half a team, no licences, and a number nobody could explain.
Find out what Tom should have doneTom's Lesson 2 · The plug number, then the same story done the right way.