1. Signal
- Signal: Hughes receives a project inquiry or material requisition (MR) from the client (ADNOC or their EPC), containing detailed technical requirements, referencing ADNOC’s standards and datasheets.
2. Objective
- Objective: Demonstrate that Hughes’ proposed products comply with (or reasonably address) all client/ADNOC requirements, resolve any gaps, and secure the contract.
3. Steps Taken (as Hughes)
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Receive Project Requirements
- Material Requisition (MR), Technical Datasheets, Project Specifications arrive from ADNOC/client.
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Review & Analyze Requirements
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Engineering and sales teams review ADNOC’s standards and project datasheets.
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Identify all mandatory specs, certifications, and special conditions.
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Prepare Technical & Commercial Proposal
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Select/configure products matching requirements (e.g., safety showers with chiller, specific IP rating, alarms).
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Prepare detailed quotation, itemized per spec, including documentation, certifications, and any deviations.
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Cross-Reference Compliance
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Complete a compliance matrix showing clause-by-clause alignment with ADNOC specs.
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Document any deviations and provide justifications or clarifications.
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Respond to Client RFIs
- Address any client questions/clarifications regarding compliance, design life, environmental ratings, integration, etc.
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Submit Proposal & Compliance Docs
- Send the commercial offer, compliance matrix, technical documentation, and deviation list to the client.
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Support Further Clarifications/Negotiations
- Engage with client for follow-up questions, possible technical meetings, or negotiation of deviations.
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Await Outcome
- Outcome is either contract award, request for revisions, or rejection.
4. Outcome
- Outcome: Client accepts proposal (contract awarded), requests revisions, or rejects proposal. All steps provide a documented audit trail of compliance and client engagement.
Mermaid Diagram (Workflow)
flowchart TD Signal["Signal:<br/>Receive Material Requisition (MR) & Project Specs from ADNOC/EPC"] Objective["Objective:<br/>Demonstrate compliance & secure contract"] Step1["Step 1:<br/>Review Project Specs & Datasheets"] Step2["Step 2:<br/>Analyze All Technical Requirements"] Step3["Step 3:<br/>Configure Product Offering"] Step4["Step 4:<br/>Prepare Technical & Commercial Proposal"] Step5["Step 5:<br/>Complete Compliance Matrix & Document Deviations"] Step6["Step 6:<br/>Submit Proposal, Compliance Docs & Deviation List"] Step7["Step 7:<br/>Respond to Client RFIs & Clarifications"] Step8["Step 8:<br/>Support Clarifications/Negotiations"] Outcome["Outcome:<br/>Contract Award / Request for Revisions / Rejection"] Signal --> Objective Objective --> Step1 Step1 --> Step2 Step2 --> Step3 Step3 --> Step4 Step4 --> Step5 Step5 --> Step6 Step6 --> Step7 Step7 --> Step8 Step8 --> Outcome
Summary Table (for context)
| Knowledge Component | Description |
|---|---|
| Signal | Project inquiry & MR from client/EPC |
| Objective | Demonstrate product compliance, address all requirements, win the project |
| Steps | Review → Analyze → Configure → Propose → Matrix → Submit → Clarify → Support |
| Outcome | Contract awarded / Revision needed / Rejection |