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Pants down

12th Sep 2011
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September 12 – Back from seeing FM company and pleasantly surprised. I’m not sure they were spinning us a yarn when asking us in at short notice: I think they have (if you don’t mind me saying so) been caught with their pants down with their usual preferred contractor who are being given the heave ho for very good reason if what East managed to hear during the day has any truth to it, and we’re in with a real chance of winning work on favourable terms as a result.

Because East had got me that gen before I visited I was slightly more robust than I expected to be when talking terms and service level agreements, let alone pricing (where my aversion to all attempts at retrospective discounts which so many of these characters love to try) was made very, very clear.

I still have no clue if it will work. But the importance of preparation was clear today. I was ready. East got me necessary information. And candidly I know I did as well as I can (modesty is overcoming me). All of which means if we don’t get it I might have to take the blame.

Mind you, we’ve still got the tender to do if this opener succeeds and who knows what will come up then.

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