Chapter Ten worksheet
What This Should Cost
One sitting, and you need at least one real proposal.
1
Write, in nouns, what you are actually asking for.
What I am asking for, in nouns
2
Mark the proposal against the six parts of a complete thing.
| Part | In | Out | Unstated |
|---|---|---|---|
| Baseline | |||
| One outcome | |||
| Real activity | |||
| Measurement | |||
| Training | |||
| Handoff |
Unstated counts as out.
3
Mark it against the seven items above.
The seven items from the chapter are listed in the table.
| Item | Met | Missed |
|---|---|---|
| Delivered in nouns | ||
| What you supply | ||
| What is excluded | ||
| Who owns the result | ||
| What happens when it breaks | ||
| The assumptions | ||
| How you would know it worked |
Misses
4
Ask the discovery question out loud.
The question: “At the end of this, will I have a document that I could hand to a different supplier and get a comparable quote from?”
Their answer, in their words
5
Ask who carries the surprise, and say which of you should.
Well specified: ask for a fixed priceNot specified: ask for a ceiling and a review point
Who should carry the surprise
The Next Version of Your Business Is Already Here · Chapter TenFree at nextversion.us