Starting point, a quick snapshot

• Give a one-sentence overview of the equipment or system you plan to purchase and its primary role on your rig or facility.
• How many rigs or sites will use this equipment within the next 24 months? Options: 1, 2–3, 4–10, More than 10
• Who on your team will own technical requirements and who will own procurement and final contract approval?
• Describe your single most important performance metric for this purchase, for example maximum working pressure in PSI, operating temperature, or continuous duty hours.
• Which of these functions is most critical at first commissioning: pressure control, mechanical interface fit, instrumentation and telemetry, or lifecycle maintainability? Options: Pressure control, Mechanical fit and interfaces, Instrumentation and telemetry, Lifecycle maintainability, Other
• Estimate the expected operational life in years and the typical daily duty cycle in hours you expect from this equipment.

Where the current setup breaks down

• What single equipment failure or specification mismatch would force you to pause operations immediately?
• How often have similar failures or unplanned outages occurred in the last three years across your fleet or assets? Options: None, 1–2 times, 3–5 times, More than 5 times
• Who notices degraded performance first and what is your usual escalation path from field operator to engineering and procurement?
• Tell a recent example when a failing component, a test result, or missing certification delayed commissioning, including the practical impact to schedule or cost.
• Are there maintenance tasks or spare parts that routinely consume more budget or time than you expect? Options: Yes, spares cost, Yes, field labor or downtime, No, costs are stable, Unsure

Certify or fail, the test and compliance reality

• What regulatory or third-party certification gap would make you rule out a vendor regardless of price or lead time?
• Which certifications do you require as mandatory and which are preferred, for example API, NORSOK, pressure vessel codes, or local classification society approvals? Options: API mandatory, NORSOK mandatory, Local regulator mandatory, Any of the above preferred but not mandatory, Other
• Explain how you validate vendor test data and what evidence your team requires at factory acceptance testing before you sign off.
• List any third-party laboratories, inspection bodies, or witness-test requirements you must include in the scope.
• Is missing any single required certification a deal killer under your procurement rules? Options: Yes, single missing certification is a disqualifier, No, can be mitigated with corrective actions, Depends on which certification, Unsure

Schedule or safety, which one drives your calendar

• Where does delivery or schedule misalignment hurt you most, on critical path for a rig build or in causing regulatory or safety risk? Options: Critical path for rig or project, Regulatory or safety risk, Spare parts availability impacts operations, Other
• Specify the delivery window you must meet to avoid delaying your rig build or campaign, give units in weeks or months. Options: Within 2 weeks, 2–6 weeks, 6–12 weeks, More than 12 weeks
• Do you have blackout periods, seasonal constraints, or shutdown windows that prevent installation or commissioning? Options: Yes, weather or season windows, Yes, scheduled shutdown windows, No, flexible dates, Not sure
• Identify who controls site access, lifting approvals, and permit signoffs on the day of installation and their typical lead time to provide access.
• If delivery slips by more than four weeks, what operational or financial consequence would cause you to cancel the order or refuse acceptance? Options: Cancel order, Accept with penalty, Delay acceptance and claim liquidated damages, Negotiate new delivery, no cancellation

The trade-offs you are already considering

• Name the alternatives you are actively evaluating for this requirement, including the incumbent, other vendors, or an internal repair or rebuild option.
• If an internal repair plan could meet 80 percent of your performance needs but cost 30 percent less and take the same time, would you still consider an external supplier? Options: Yes, external for warranty and certification, Yes, if long term support is better, No, internal preferred, Depends on risk transfer terms
• Under what conditions would you stay with the incumbent rather than switch suppliers, for example better lead time, lower lifecycle cost, or existing trust?
• Has anyone proposed solving this entirely in-house and if so, what objections have others on the team raised? Options: Yes, proposed in-house, No internal proposal, In discussion only, Not sure
• Would a vendor that proves it meets your peak pressure, certification, and delivery window in a brief witness test be sufficient for you to issue a purchase order within 30 days? Options: Yes, Maybe, pending contract terms, No, further approvals needed, Only with a refundable pilot fee

Operational readiness and hard constraints

• Consider your site today, point to the single physical or regulatory constraint that would stop installation even if the equipment shipped on time.
• List the system integrations or third-party interfaces this equipment must support on day one, for example control system protocol, hydraulic power unit, or choke and kill line interfaces.
• Is remote telemetry, vendor API access, or real-time integration with your control system required at handover? Options: Yes, required, Preferred but not required, No integration needed, Undecided
• Do you have the internal field engineering headcount and lifting equipment to accept and install the package, or will you require vendor-led installation and supervision? Options: We have full internal capability, We need vendor supervision, We need vendor full installation services, Unsure
• Identify who in your organization owns recertification and how long that approval process typically takes from completed commissioning to final signoff.
• Will missing any of the infrastructure items just listed cause you to delay acceptance of delivered equipment? Options: Yes, delay acceptance, Proceed with conditional acceptance, Accept but apply penalties, Other

Commercial terms that actually matter to operations

• Pick the single commercial term you are most unwilling to compromise on: warranty length, delivery lead time, payment terms, or acceptance testing. Options: Warranty length, Delivery lead time, Payment terms, Acceptance testing, Other
• State the retention percentage your procurement policy typically holds until commissioning and acceptance are complete. Options: 0%, 5%, 10%, 15% or more
• Are performance bonds, parent company guarantees, or liquidated damages clauses required for this contract size under your rules? Options: Performance bond required, Parent guarantee required, Liquidated damages required, None required, Unsure
• Name the role or title enabled to sign the commercial agreement and the typical internal approval timeline for that signatory.
• Would your procurement team decline a supplier that refuses to accept liquidated damages for missed critical delivery milestones? Options: Yes, we would decline, No, we would negotiate other remedies, Depends on supplier strength, Unsure

Lifecycle costs and aftermarket reality

• Consider which aftermarket gap, for spare parts, field service reach, or recertification capability, would make the equipment too risky to buy for a 20-year life.
• Break out up to three parts you view as critical spares and estimate typical regional lead times for each.
• Explain who typically funds periodic recertification and refresher testing for equipment like this, your team or the vendor under warranty or maintenance contract. Options: Buyer funds recertification, Vendor funds under warranty, Vendor funds under service contract, Shared cost model
• Could having a dedicated regional spare kit and a 48-hour dispatch SLA change your preferred supplier, and if so how much more would you pay for that capability? Options: Yes, up to 5% premium, Yes, up to 10% premium, No premium, prefer standard, Unsure
• State the percentage of CAPEX you would allocate annually to aftermarket and recertification to shift your supplier decision in favor of better global support. Options: 0–0.5%, 0.5–1%, 1–2%, More than 2%

Acceptance criteria and the handover you will not tolerate

• Point to the single acceptance test failure that would make you reject the equipment outright on site.
• Specify the exact pressure, temperature, and functional tests that must pass at factory acceptance and at site acceptance for this package.
• Will you require witnessed testing at FAT and SAT by a third-party inspector, your own engineers, or both? Options: Third-party only, Our engineers only, Both third-party and our engineers, No witnessed testing required
• Provide the roles and titles that will sign off at each handover milestone and list any conditional acceptance criteria you will accept.
• Select whether you would return the unit, request on-site repair, or accept with penalty if it fails a primary acceptance test on site. Options: Return unit, On-site repair required, Accept with penalty, Accept and schedule remedial work later

Decision cadence and immediate next steps

• Point to the single internal approval or budget hurdle that would delay signing even if a pilot proves performance to your numbers.
• Estimate the number of weeks your legal, compliance, and procurement teams typically require to approve a deal of this complexity. Options: 1–2 weeks, 3–4 weeks, 5–8 weeks, More than 8 weeks
• Provide the day-to-day technical contact for evaluation and the final contract approver with their titles and email or phone contact method.
• Could running a short factory witness test or a limited site pilot reduce your approval timeline, and which would you prefer? Options: Factory witness test, Site pilot, Both, Neither
• Can you commit to a target signing window if the vendor provides written commitments on critical acceptance tests, delivery window, and spare parts guarantee, and if so what is that target window in weeks? Options: Immediate, Within 2 weeks, Within 4 weeks, More than 4 weeks, We cannot commit now

• Solution Experience Session

• Confirm the current state and what it is costing you
• You confirm the demonstrated scenario removes the schedule and operational risk you described in Discovery.
• Provide final operating parameters, critical delivery milestones, and any nonstandard certification requirements to be reflected in the evidence package.
• You accept the certification and testing evidence as sufficient to meet your acceptance criteria, or you identify the remaining gaps to close.
• Operational scenario walkthrough: high-pressure well control and delivery timeline
• Produce a tailored evidence package including FAT reports, certification matrix, delivery alignment plan, and proposed spare-parts kits for review before the next decision checkpoint.
• Certification and testing proof
• You agree the proposed lifecycle support and spare-parts approach addresses your maintenance and recertification exposure.
• Identify the decision criteria and the buying committee members who must accept the certification and delivery commitments.
• Lifecycle support and spare parts scenario
• Validate this matches your needs

• Solution Experience Session
• Solution Experience Deck
• Solution Brief

• meeting
• slides
• document

• Manufacture and Deliver Top Drive
• Manufacture and Deliver Drawworks
• Manufacture and Deliver Mud Pump Package
• Manufacture and Deliver BOP Stack and Choke Manifold
• Manufacture and Deliver Wellhead and Christmas Tree
• Manufacture and Deliver Coiled Tubing Unit
• Perform Factory Acceptance Testing and Test Pack
• Provide Mill and Material Test Certificates (MTRs)
• Prepare Equipment for Transport and Load-Out
• Provide Installation Supervision and Commissioning
• Conduct Site Acceptance Testing and Handover
• Supply OEM Spare Parts Kit and Initial Spares
• Provide Field Service, Repairs, and Onsite Support
• Execute Equipment Refurbishment and Overhaul
• Perform Recertification and Pressure Testing to API/NORSOK

Manufacture and Deliver Top Drive

• Which top drive capacity (torque and hookload) do you require for your rig design? Options: 200 kft-lb / 1,000 kips, 300 kft-lb / 1,500 kips, Custom - provide values
• Specify the operating temperature and ambient conditions the top drive must be rated for (e.g., up to 400°F and corrosive offshore atmosphere).
• Identify any mandatory third-party certifications or classes required for the top drive (for example API Spec, NORSOK, or classification society notation). Options: API Spec 7K, NORSOK-specific requirement, Classification society notation required, None / customer-specified
• Who will own the electrical and control interface drawings for integration to your rig control system? Options: You provide interface drawings, We provide standard interface and update per request, Collaborative development required
• Provide the required delivery milestone date or rig integration window for the top drive including any stage gates tied to FAT, load-out, or pre-installation checks.

Manufacture and Deliver Drawworks

• Which drawworks braking configuration and load rating must be supplied to meet your well control procedures? Options: Hydraulic brake with redundancy, Electric dynamic brake, Mechanical with secondary system, Specify custom rating
• State required drum capacity and line speed ranges that match your hoisting schedules and block travel.
• List any integration constraints with your existing drawworks control PLC or distributed control system (for example communication protocol, I/O count, and spare channels).
• When must the drawworks arrive on-site relative to the rig assembly sequence (in weeks before rig-up)? Options: 8+ weeks before rig-up, 4-8 weeks before rig-up, Fewer than 4 weeks or expedited
• Are there site-specific lifting or transport limitations (for example max axle load, narrow access, or low overhead) that affect drawworks load-out and skidding? Options: Yes - we will provide restrictions, No special restrictions, Unknown - need site survey

Manufacture and Deliver Mud Pump Package

• Which pump model family and pressure/stroke requirements are needed to meet your circulating system design (e.g., 5,000 psi continuous duty)? Options: Low-pressure high-volume, High-pressure triplex up to 10,000 psi, Custom - provide design targets
• Describe required driver type and power interface for the mud pump package (electric motor voltage/frequency, diesel prime mover model, or hydraulic drive).
• Identify required vibration isolation, skid mounting, and sound attenuation levels for offshore or onshore installations. Options: Standard skid, Vibration-isolated skid, Acoustic enclosure required
• How many spare liners and fluid end kits must be included in the initial spares supplied with the pump package? Options: No spares, 1 set, 2 sets, Custom quantity - specify
• Are there specific hydrostatic or endurance test procedures you require at FAT for the pump package (for example continuous run at rated pressure for X hours)? Options: Standard endurance run, Extended endurance as specified by buyer, No endurance required beyond functional test

Manufacture and Deliver BOP Stack and Choke Manifold

• Which BOP stack configuration and pressure class must be supplied (for example 15,000 psi, 10,000 psi annular and ram stack)? Options: 5,000 psi, 10,000 psi, 15,000 psi, Other - specify
• Which ram types and bore sizes are required for your well program (for example blind ram, shear ram, multiple bore sizes)? Options: Blind ram, Shear ram, Pipe ram, Multiple bores - specify sizes
• Specify choke manifold arrangement, maximum working pressure, and whether a pod for H2S or sour service is required.
• Identify any third-party witness or certification requirements for pressure-containing parts (for example witnessed hydrotest to API by notified body). Options: Witnessed hydrotest required, Internal test certificates sufficient, Buyer will specify inspector
• Are control umbilical and hydraulic/pneumatic interface drawings available, or do you need us to supply built-to-match control panels and hoses? Options: You will supply interface drawings, We supply as-built control panel, Collaborative design required

Manufacture and Deliver Wellhead and Christmas Tree

• Which wellhead class and bore spec must be delivered to match your tubing/casing program and well pressure (list API class and bore sizes)?
• Specify required materials and corrosion allowances for tree components if your wells run high H2S or CO2 content. Options: Standard carbon steel, Corrosion-resistant alloys, Clad materials - specify grade
• Identify required control system for the Xmas tree (manual, electro-hydraulic, or fully automated well control) including control umbilical length and connectors. Options: Manual, Electro-hydraulic, Fully automated with umbilical
• List any subsea or surface interfaces we must match (for example subsea connector type, flange rating, or choke control protocol).
• When do you need serialized material traceability and MTRs for the wellhead and tree components delivered relative to shipment? Options: With shipment, Prior to shipment, Upon request only

Manufacture and Deliver Coiled Tubing Unit

• Which coiled tubing reel capacity, tubing OD range, and fatigue life specification are required for your intervention program?
• Describe the injector head and stripper packer compatibility required for your wellbore geometries and pressure regimes.
• Identify the preferred powertrain and hydraulic package configuration and any platform mounting constraints. Options: Diesel-driven powertrain, Electric-driven powertrain, Hydraulic-only drive
• Are you requiring an integrated control cabin with logging and downhole tool telemetry interfaces on delivery? Options: Yes - integrated cabin required, No - cabin separate, Optional - discuss
• Provide the environmental class and offshore zone so we can quote appropriate coatings and corrosion protection for the CTU. Options: Onshore, Nearshore/offshore corrosive, Deepwater/high-salinity

Perform Factory Acceptance Testing and Test Pack

• What specific FAT acceptance criteria will confirm the equipment is ready for shipment (for example hydrotest pressures, function cycles, and witness requirements)?
• Who will witness the FAT and review the test pack documentation prior to sign-off (for example buyer QA, third-party inspector, or buyer's representative)? Options: Buyer QA or rep, Third-party inspector, No witness required
• Provide the list of test pack documents you require with FAT deliverables (for example P&IDs, test witness forms, torque sheets, and control software snapshots).
• Indicate required duration and environmental conditions for endurance or run-in tests during FAT (for example continuous run at rated load for 24 hours). Options: Standard functional runs, Extended endurance run specified, Custom - provide hours
• Select how you want non-conformance items from FAT tracked and closed prior to shipment. Options: NC logs with corrective actions before shipment, Ship with documented NCs and agreed remediation plan, No NCs allowed

Provide Mill and Material Test Certificates (MTRs)

• Which material traceability level do you require for pressure-containing components (for example full MTRs to part level or batch MTRs)? Options: Full part-level MTRs, Batch MTRs, Not required
• Specify any required material standards and grades for key components (for example ASTM, NACE MR0175, or specific alloy grades for H2S service).
• When do you require certified MTRs to be submitted relative to shipment or FAT? Options: With FAT test pack, Prior to shipment, On request after delivery
• List any buyer-specific document stamping or notarization that must appear on MTRs for customs or local regulatory compliance.
• Are any third-party mill witness or source inspections required at material production? If yes, provide inspector name or certifying body. Options: Yes - third-party witness required, No third-party witness, Buyer to nominate inspector

Prepare Equipment for Transport and Load-Out

• What maximum transport dimensions and weights must we meet to comply with your route and port handling constraints?
• Specify required packaging and preservation methods for overseas shipping (for example desiccant, nitrogen blanketing, or protective coatings). Options: Standard export packing, Corrosion-inhibitor and desiccant, N2 preservation for sensitive internals
• Identify any special lifting points, certified slings, or spreader-bar requirements we must provide for on-site load-in.
• Where will final load-out and staging occur (specify port, yard, or fabrication facility) and who will coordinate customs and shipping permits?
• Are there pre-shipment inspections or container stuffing witness requirements by your logistics or QA team? Options: Yes - buyer witness required, No witness required, Third-party witness requested

Provide Installation Supervision and Commissioning

• Who will be the named site installation owner from your side for coordination and daily sign-off during commissioning?
• Specify scope of on-site supervision you require (for example site supervisor only, full commissioning crew, or operator training during commissioning). Options: Supervisor only, Full commissioning team, Supervisor plus remote support
• List required touchpoints for handover documentation and training (for example as-built drawings, control logic, operator manuals, and maintenance procedures).
• Indicate whether you require us to supply site-specific lifting study, method statements, and lockout/tagout procedures for installation. Options: Yes - supply method statements and LOTO, No - buyer provides site safety documentation, Collaborative development required
• How many days of on-site commissioning and operator familiarization should be included per major equipment package? Options: 1-3 days, 4-7 days, More than 7 days - specify

Conduct Site Acceptance Testing and Handover

• What Site Acceptance Test (SAT) criteria will define successful handover on-site (for example pressure tests, functional cycles, and integrated system checks)?
• Who are the authorized signatories on your side for SAT acceptance and final handover documentation?
• Specify any site utilities and support you will provide during SAT (for example power, nitrogen, hydraulic supply, crane, and test fluids).
• Indicate required witness or third-party attendance at SAT for regulatory compliance or insurance purposes. Options: Third-party witness required, Buyer witness only, No witness required
• Select the desired defect-liability period and the process for logging and closing punch-list items discovered during SAT. Options: 30-day DLP, 90-day DLP, Custom - specify

Supply OEM Spare Parts Kit and Initial Spares

• Which critical spare part SKUs must be included in the initial kit for each equipment type (for example seal kits for X, shear ram spares for BOP)?
• How many years of operating spares should the initial kit cover based on your expected runtime and Mean Time Between Failures (MTBF)? Options: 3 months, 6 months, 12 months, Custom - specify
• Are serialized spare part tracking and individual part MTRs required for critical pressure-boundary spares? Options: Yes - serialize and provide MTRs, No serialization required, Only for selected parts
• List preferred spare parts storage and shelf-life handling instructions we should include with the kit (for example temperature-controlled storage or rotatable stock).
• Do you require minimum on-site inventory reorder points or a consignment stock agreement to be included in the scope? Options: Yes - consignment desired, No - one-time supply, Periodic replenishment contract

• Purchase Agreement
• Order Confirmation
• Manufacturing & Certification Commitment
• Warranty & Remedies
• Delivery, Logistics & Incoterms Schedule
• Acceptance Test Protocol (FAT/SAT) & Acceptance Criteria
• Service & Aftermarket Agreement
• Performance Guarantee & Liquidated Damages
• Change Order Agreement
• Export/Import Compliance & Permits Addendum

• Go-live Health Check (week 1-4)
• First Measurement Review (weeks 4-10)
• Quarterly Operational Review
• Annual Performance and Recertification Planning

• Identify long-lead spare parts to procure in advance and initiate purchase orders to meet planned outages.
• Quarterly performance trends versus targets
• Validate whether quarterly trends for equipment uptime percentage and mean time to repair (hours) remain on track with Technical & Commercial Discovery targets.
• Ensure no critical recertification dates are unassigned and that bookings are scheduled in the service calendar.
• Agree actions to close persistent tickets older than the agreed SLA with target dates.
• Publish the quarterly performance summary with trend charts and open action items.
• Adjust reorder points or safety stock for critical spares to meet observed lead times and minimize downtime risk.
• Schedule all recertification and statutory inspections falling within the next 12 months and publish the calendar.
• Annual performance summary versus targets
• Confirm recertification due-date compliance (%) and cumulative equipment downtime hours relative to the targets in Technical & Commercial Discovery.
• Finalize the next year's recertification calendar with booked resource windows and contingency plans.
• Capture and prioritize the top lifecycle improvement and aftermarket requests for the maintenance roadmap.
• Publish the annual performance report and the confirmed 12-month recertification calendar.
• Create a prioritized backlog of improvement and aftermarket requests with estimated timelines for review in the next Quarterly Operational Review.
• Present initial KPI data versus targets
• Determine whether equipment uptime percentage and mean time to repair (hours) meet the Technical & Commercial Discovery targets.
• Agree a corrective action plan for each failed or lagging metric with clear tasks and target dates.
• Confirm spare-parts consumption trends and whether immediate stocking adjustments are required.
• Open a corrective action plan that lists each root cause, remediation steps, and target resolution dates.
• Order critical spare parts to restore minimum on-hand levels based on consumption observed in the first operating window.
• Update preventive maintenance parameters where troubleshooting shows repeatable faults driving downtime.
• Re-confirm success criteria and owners
• All parties confirm the deployment matches the installed configuration recorded at handover and any discrepancies are logged.
• Immediate high-priority service tickets and temporary workarounds are identified with remediation owners and target dates.
• Ownership of each measurable success criterion recorded in Technical & Commercial Discovery is confirmed.
• Publish a finalized go-live checklist that lists discrepancies, owners, and target completion dates.
• Open or update high-priority service tickets in the ticketing system with target resolution dates.
• If incumbent remains, produce a documented decommission or retention plan with milestones.
• Recertification and statutory compliance plan
• Deployment and delivery validation
• Service ticket lifecycle and SLA compliance
• Root-cause analysis for KPI gaps
• Spare-parts fulfillment lead time and inventory health
• Lifecycle improvement and aftermarket requests capture
• Service ticket burn-down and parts consumption
• Early operational signals and field feedback
• Service performance and continuous risk review
• Agree corrective actions and timelines
• Recertification schedule and compliance items
• Open service tickets and temporary workarounds
• Incumbent system decommission status
• Continuous improvement backlog review