A clipboard of documents resting on blueprints

What the work
looks like.

Examples of the documents an engagement produces. The business, the accounts, and every detail are invented to show the format. They are not a client or a result.

Example business: An invented engineering consultancy
Purpose: To show the format
Real versions: Approved by your team

01 / A buy box

Agreed before
outreach begins.

The criteria the consultancy’s team applies after each call. See the buy box.

Buy box · Example structural engineering consultancyInvented example

Genuine interest: The prospect has a project in planning or design and wants to discuss structural input.
Financial ability: A funded project, or a developer with a record of completed schemes.
Sufficient size: A project large enough to need a dedicated structural team.
Serviceability: Within the consultancy’s region, and a building type it designs.
Essential condition: No structural engineer has yet been appointed for the project.
Approver: The managing director, who records a decision after each call.

02 / An account brief

Why this account,
why now.

Prepared before anyone at the account is approached.

Account brief · Example regional developerInvented example

The account: A regional property developer with several mixed-use schemes in planning.
Why it fits: Schemes in the consultancy’s region and size range, with no structural engineer named on the latest one.
Who decides: The development director, with the project manager as an influence.
A reason to talk: A recently submitted planning application that will need structural design next.
Status: Approved by the consultancy for outreach.

03 / An approved message

Written for one buyer,
approved by you.

A first message to the development director, as approved by the consultancy before sending.

Message · Approved before sendingInvented example

Subject: Structural design for the riverside scheme

Hello [first name],

I saw that the riverside scheme has been submitted for planning. Schemes of that size usually need structural input early, while the frame and foundations are still being settled.

We design structures for mixed-use developments across the region. If it would help, I would be glad to talk through the options for the frame before the design is fixed.

[Sign-off as agreed in the scope]

04 / A decision record

A decision
and a reason.

Two entries from the shared record, and what changed as a result. See feedback and refinement.

Shared record · Two held callsInvented example

Call 14 · Approved: Development director, regional developer. Funded scheme in planning, inside the region, no engineer appointed. Approved by the managing director as worth pursuing.
Call 15 · Rejected: Project manager, national contractor. Interested, but the project is outside the consultancy’s region. Reason: serviceability.
What changed: Two rejections for location in one week. The target list was narrowed to the agreed region before the next round.