diff --git a/conest-training-agenda.md b/conest-training-agenda.md
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+# ConEst Training Agenda
+
+2100 Crystal Drive:
+* WBS Area Breakouts,
+* Unit Matrix,
+* Accubid/Livecount setup.
+
+* Find BPM
+    * State, building type
+* Copy and rename ConEst project folder template
+
+* Back to BPM
+    * Download documents
+
+* Workout Areas
+    * Area Breakout
+* Copy and setup WBS
+
+* Create TrimbleConnect project
+    * Split and add Drawings
+* Create Accubid Job
+    * Paste Areas
+
+* Unit Matrix
+    * look in electrical, arch; compare.
diff --git a/questions-for-bid-estimators.md b/questions-for-bid-estimators.md
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+---
+id:
+aliases: []
+tags: []
+title: Questions for Bid Estimators
+---
+# Questions for Bid Estimators
+
+Questions for [[pdi-estimating#Bid Estimating|PDI Bid Estimators]].
+
+## Exclusions
+
+When we send proposals with significant exclusions
+(no lighting control, no demo, no submetering,
+even when designed and shown on drawings):
+
+Is there a conversation happening with our customers
+before they receive our proposal?
+
+Is it clear they understand what we're excluding?