The document outlines strategies for effectively selling Building Information Modeling (BIM) services, contrasting 'Hollywood BIM' promises with 'Practical BIM' realities. It emphasizes the importance of asking the right questions, clearly defining project scopes, and maintaining continuous communication to enhance client satisfaction and foster repeat business. The content also promotes a series of webinars aimed at improving BIM management practices.

1. Webinar:
Win More Work With
Practical BIM

2. 1. Selling Hollywood BIM
2. Selling Practical BIM

4. 1. Selling Hollywood BIM
2. Selling Practical BIM

5. Do You Provide BIM
Services?

6. 6
Do You Have BIM On Your Website?
We do BIM!

7. Do You Have A
Sales Person Like
This?

8. 8
Oooo shiny!
BIM is a little
like this
magical
diamond

9. 9
Are You Making Some Big BIM Promises?:
Cool VR
Speedy design
Automated analysis
Detailed estimate
No RFIs
No construction issues
All prefab
Zero waste
No site accidents
The ultimate marketing machine
Lowest possible life cycle cost

10. Do These BIM
Promises Win
Projects?

11. 11

12. How Did Your
BIM Manager React?

13. 13

14. So, Why Is The BIM
Manager So Upset?

15. 15
What Was Sold:

16. 16
What Is Actually Required:

17. So, What Usually
Happens?

18. 18
What Happens When BIM Is Oversold:

20. 20
Client Satisfaction?
Client Satisfaction

21. Do You Think The
Client Would Want BIM
On Their Next Project?

23. 1. Selling Hollywood BIM
2. Selling Practical BIM

24. 24
BIM Can Solve Many Challenges

25. Let’s meet Helen:

26. 26
Helen’s
Practical BIM
Strategy

27. 27
Helen’s Practical BIM Strategy:
1. Ask the right questions
2. Define a clear scope
3. Gain agreement
4. Continuously report progress
Get repeat business

28. How Does Helen:
1. Ask The Right
Questions?

29. 29
● Would an immersive VR experience assist
in your design reviews?
● Does your project require any performance
analysis that we can automate with BIM?
● Will your project require a higher quality
model for photorealistic renders and fly
throughs?
● Would you like us to identify and support
any prefab opportunities?
● Do you see opportunities to use cloud-
based communication?
● Are you interested in Lean design
workflows?
● Do you have additional marketing
requirements for early leasing of the
building?
Some Questions Architects Should Ask:

30. 30
● Are the design models also intended for use in
construction?
● Do you have expectations for the use of
AR/VR/MR during construction?
● Are the design models detailed enough to run
quantities and estimates?
● Would you like 53% fewer BIM coordination
issues?
● Are there any site challenges that may require
more prefab work off-site?
● Does the site require phase planning and
sequencing for for safer work environments?
● Are you looking to lower the life cycle cost and
require building handover data to provide your
facilities team?
Some Questions Contractors Should Ask:

31. 31
● Is there a current design model we would start with?
● Will your team use VR/AR for Design Reviews?
● Speed of services
● What trades will use the models for quantities and
estimates?
● Will there be BIM Coordination for less design and
construction issues
● Do you see opportunities to use cloud-based
communication for quick model transferring?
● Do you have additional marketing requirements?
Some Questions BIM Services Teams Should Ask:

32. How Does Helen:
2. Define clear and
visual BIM scopes?

33. 33
Architects Scope Example:

34. 34
Contractors Scope Example:

35. 35
BIM Services Scope Example:

36. How Does Helen:
3. Gain Agreement

37. 37
Follow Up Instantly
Invite The Team -
Before You Leave!
PDF Formatted
Agreement Instantly

38. How Does Helen:
4. Share Continuous Progress
Updates With Her Client?

39. 39
Simple And Continuous Updates

40. 40
Simplify Sharing Of Deliverables

41. What Do You Think The
Client’s Satisfaction Level
Would Be Now?

43. So How Do The Two
Approaches Compare?

44. 44
Which Is The Optimal BIM Workflow?
Hollywood BIM:
Practical BIM:

45. Do You Think Your Clients
Would Like More Practical
BIM On Their Next Project?

47. So What’s The
Moral Of The
Story?

48. 48
Don’t Oversell BIM.
Keep Things...

49. In conclusion:
- Ask the right questions - relevant to your work
- Define scopes that your client can actually
understand!
- Reduce administration time to focus on what’s
important
- Continuously report progress for extremely high
levels of client satisfaction
- RESULT: Sign copious amounts of repeat
business

50. 20 Minute
BIM Management Webinar Series
1. Five Steps To Better BIM Management
2. BEPs 101 - BIM Execution Planning
3. How do you contract for the right BIM at the right
time?
4. Lean BIM Management 101
5. Did You Get The BIM You Paid For?
6. Agile BIM Standards
7. Building Lean BIM Requirements For Owners
8. 3 Steps To BIM Compliance
9. How To Reduce Your BIM Coordination Issues By
53%
10. Win More Work With Practical BIM
plannerly.com/videos

51. New Webinar Series!
20 Minute
BIM Best Practices

52. Find out more: www.plannerly.com
Thank you!