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Topic

The Craft

Somebody hands over a spec: 32 cores, 256GB, 4TB. Four vendors price it. Nobody stops to ask where the number came from. That question is the job.

Where the real number hides

Nobody reads the assumptions page until they need to

An objection is a gift, badly wrapped

The best deal you walked away from

Design second

They read one page. Write that page.

"Is it encrypted?" is the wrong question

Where did that number come from?

Pricing a guess