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However, a more advanced technique has already been introduced by Royal Institute of Chartered Surveyor (RICS) called E-Tendering. Many experience players of this industry will agree that a proper tendering process fulfils two objective; viz; a) The Employer gets competitive and realistic price for the project that he intends to undertake and b) The Contractor or the Tenderer upon making due investigations before submitting his tender, fully understands the requirement or nature of the proposed work and Employers requirement. Abdulmageed AL-Sarhi / . Estimatesare usually drafted without an in-depth understanding of the clients requirements and are subject to change as new information surfaces. Quote vs. Estimate vs. Bid vs. Proposal: The Bottom Line. 0000000976 00000 n Generally, what happens is that a specific agency will require people to work on a project. 0000060457 00000 n Download preview PDF. Do they expect a cost estimate to be included? According to current survey report by BCIS in 2009; BCIS seems to be convinced that web based e-tendering reduced administrative overheads related to the whole tendering processes. Civil Engineering Procedure (1986), I.H. Usually the Tender is the basis of which the Letter of Acceptance is drafted which further culminates into a proper Contract Agreement. Part of Springer Nature. Google Scholar, C.K. Estimation process starts right after receiving of tender documents. A quotation is a response to Request for Quotation (RFQ), whereas tender is used in response to Request for Tender (RFT). 0000009566 00000 n 40 (1981), Spons Civil Engineering and Highway Works Price Book, Edited by Davis, Langdon and Everest. The Employers Guide, 5 Things You Can Do Using Save View Option in TallyPrime. Potential clients will often provide you with details of what they expect in the proposal. Differences Between Trial Balance & Balance Sheet, What is the NOPAT Formula?, What is A Pay Stub?, What Are T Accounts?, What is a credit note?, How to Find Gross Profit?, What are Operating Expenses?, Break Even Point Formula, What is the Gross Margin Formula?, What is the Direct Write Off Method?, What Is Interest Expense? Chartered Institute of Building, Estimating Information Service No. The sub-contractor will be thorough about which part of the project he is interested in and then submit his bid. Simply put, an estimate is used to help your client understand what to expect from you. A proposal, just like a bid, is specific and there are no estimations involved when a proposal is being made. Google Scholar, C.K. to obtain clarification for proper pricing purposes. The whole exercise of Estimation allows the Management to take any action during execution of the project, by comparing the estimated and actual level of production (Brook, 1997). The first part of this review discusses the estimation process and comments on the importance of proper estimate for different entities involved in the bid process. So, before you send anything, discuss the details of what clients want: Do they expect a comprehensive proposal that sells your services and expertise so they can get buy-in from others? 12Tender related Clauses under FIDIC 4th ed. Even though, Contractor always follows a systematic process for cost estimating for construction project, but the ratio of research for the cost estimating practice is very less within specialized Contractors (Al-Hasanet al,2005). Nowadays, the Clients want the best possible value from Contractors side and lowest price often doesnt achieve this. An estimate includes when your client can expect project completion, the timeline, and the services you provide among others. Estimating & Tendering Tendering services Our extensive experience and knowledge within construction, technical, methods of construction etc allows us to accurately tender for projects Presentation We prepare our tenders and present to the client in professional reports 86-90 Paul St., London, UK, EC2A 4NE UK Tel: 020 3322 6069 An "estimate" is simply a guess as to what the project will cost. Another difference between quote vs estimate is that a quotation is more useful in the case where the project scope is larger and there is a requirement for a formal contract. A bid is more detailed than an estimate and a quote and it requires thorough knowledge of the timelines and the costs of a project. Nevertheless, while open to interpretation, an estimate, bid, quote, and proposal are meaningfully different. In: Civil Engineering Contract Administration and Control. Managerial Accounting, Real Estate Accounting in US Best Practices and Bonus Tips. Not only this, the Tenderer will also be able to understand the various risks involved in that project till completion before make a decision on their bid price (Al Tamimi, 2009). They may also tell you to use your discretion to suggest solutions that will help them. Project scope, so clients understand broadly what each service entails, Timelines and completion dates to manage client expectations, Other terms the client should know if they want to do business with you, Business background and previous client testimonials to build trust, Examples of past projects to show you can deliver, The solution to the clients problem to acknowledge you understand it, An overview of the scope, timelines, deliverables, and all costs involved (fixed and variable costs), Your client asks you to send a pitch after a client meeting, They tell you youre shortlisted with other contractors for a project and want you to compete for the business, A client wants an estimate, but you decide to go the extra mile and provide more detail and showcase the value your business can provide. What are the different types of handrails used in bridges. This paper further informs that in shifting to an electronic environment, there are legal hurdles still to be faced. The customer initiates. According to Martin (2008), the majority of related individuals agree that e-tendering has substantially reduced the administration cost. But as one person on the forum put it: Doesnt matter what you think the difference is, its what the person asking for it thinks it is.. Quotation is a document of setting out the estimated cost, for supplying goods or services or procuring something. Estimates also give clients a rough idea of whether the client can even afford the project withoutyouhaving to spend considerable time researching and gathering information. An estimate and a tender are not the same, though many people (wrongly) use the two terms interchangeably. Write your proposal by following a basic outline that includes certain critical elements of any successful proposal, such as social proof, a value statement, project investment, and polish for a professional look. Such a practice raises ambiguity in the final tender bid and increases the risk of the tender becoming overly priced or even under priced. What construction element provides protection for the top of an Types of Foundation for Buildings and their Uses [PDF], Compressive Strength of Concrete -Cube Test [PDF], Procedure, Results, 16 Types of Heavy Equipment Used in Construction, Methods of Rainwater Harvesting [PDF]: Components, Transportation, and Storage, Calculate Quantities of Materials for Concrete -Cement, Sand, Aggregates, Plastic Roads: How They Impact Our Environment, The Importance of the Azimuth Angle in Building Design, How to Optimize Load Distribution for Bends and Shear Walls, Expert Tips For Curing Concrete In Hot Temperatures. 0000004672 00000 n Although the project was one of the biggest projects in one of the Gulf country but due to wrong estimation process main contractor couldnt get any profit and whole project was closed on significant loss. Code of Estimating Practice (1983), R.S. The owner prepares a Tender document according to the needs. Quantity Surveying Practice. If you sell a fixed range of products, this may be the only form of pricing you need. In Serial Tendering, the Client or the Investor negotiates with the Contractor in order to give them number of similar projects, and in the Two stage tendering process, the Contractors involve at earlier stage of the project. The Estimator receives the contract drawings, specification and appropriate bill of quantities and starts work in given time frame. Civil Engineering Contracts: Practice and Procedure. Brook (2008) states that, the time the Contractor spends in preparation of a Tender, gives support to the Contractor to understand the nature of project, which will benefit the completion of project on time. All the voluminous tender documents are shared through the electronic copies rather than hardcopies. 2023 Springer Nature Switzerland AG. Credits on FreshBooks Makes It Easy, Create 1-Step Online Payment Links, With FreshBooks Checkout Links. The process of estimation has entirely. In Oman, the neighbouring country of UAE, the government has adopted and introduced e-tendering procedure in their tendering department. Knows as CCS constant monitoring means that the risk of overspending can be.! The Client opens the tender bids with or without presence of the Contractor (Karim, 2009). Civil Engineering Contract Administration and Control pp 72105Cite as, Part of the Macmillan Building and Surveying Series book series (BASS). 0000030681 00000 n * @package WordPress The Client opens the tender bids in the presence of Tenderers which is the normal procedure. * @since 1.0.0 The Contractor has to carry out his own investigations regarding the site and its surroundings and he shall be deemed to have satisfied himself before submitting the tender; the form and nature of site including sub-surface conditions, the hydrological and climatic conditions at the site, the extent and nature of work and materials necessary for execution and completion of works and the means of access to site and the accommodation he may require. The difference between a quotation and an estimate Prepare a written estimate Prepare a written quotation Prepare a price for a tender Win contracts at the right price Prepare a price list Most businesses will need to draw up a price list at some stage. aware of the procedures and processes involved in managing the initial enquiry through to the tender, and of the differences between the estimating and tendering stages of the process. It also makes the documentation process more efficient, expedites the tender process, reduces the demand of manpower resources, provides better security and makes it easier to comply with best practice recommendation. Freelancer & FreshBooks Customer In UK, the Two-stage tendering is being used with increasing frequency (Lawrence, 2009). HMSO (1975), Institution of Civil Engineers, Association of Consulting Engineers and Federation of Civil Engineering Contractors. Estimating and Tendering Some Aspects of Theory and Practice. A bid can be made by an individual or an agency as a response to another party that is interested in completing a project. As per the figure above the financial capability, past performance and past experience is the top in the Contractors selection criteria. Civil Engineering Contracts: Practice and Procedure. As you get additional information about that task, you might realize the estimate is much higher than what you initially assumed. Here Are Some Reasons for the Hold-Up, Accounting Pros: Heres Why Mobile Accounting Matters to Your Clients, 8 Lessons Learned: Next UK Tax Year Set Your Business up for Success, FreshBooks Saves This Canadian Filmmaker More Than $2,750 a Year, Why FreshBooks and Mazuma Are This eSports Broadcaster's Tax Hero, The Hidden Cost of Student Debt: How to Overcome It and Start a Business [Free eBook], Why This Scaling Digital Marketing Agency Made the Switch to FreshBooksTwice, What's on Your "Not-to-Do" List? Expect the first one to arrive in your inbox in the next two weeks. Tender is the enquiry floated by the purchaser for the purchase of any material, completion of work etc. For example, you might give an estimate to a client when you have minimal information about the task at hand. When it's not possible to work from a standard price list, you have to give a quotation or an estimate instead. Finally, theyll assign costs by gettingquotesfrom other suppliers. Unfortunately, no such opinion was solicited and the rates quoted only accounted for cables without considering the connections. 3 Estimating and Tendering This chapter is concerned with tendering procedures and contractor selection, the methods of preparing estimates by contractors and the compiling of tenders, the appraisal of tenders by the engineer, the methods used for accepting tenders and notifying the results, and finally the signing of the contract. Baloi & Price (2003) confirms that many factors extensively play a vital affect on construction cost right from estimating process to the end of the project. This would benefit all entities who are involved in the tendering process. This will certainly promote and encourage Tenderers to put in their most competitive prices (Teo, 2009). An estimate is a simplified version of a proposal that provides an educated guess or approximation of what things will cost. A key difference between quote vs estimate is that a quote is more accurate as it is calculated after thoroughly understanding all the aspects of the entire project. Karim (2009) specifies that Employers always prefer to see cost certainty without accepting any price escalation, thats why they prefer to fix the costs at earlier stage to avoid any claims. Tenderers are selected from the list of pre-approved Contractors who are already qualified or prequalified for special works and contract value, for instance, oil and gas projects, industrial or building complex and sports complex (Karim, 2009). . The Estimator receives the contract drawings, specification and appropriate bill of quantities and starts work in given time frame. You are generally not the only business that will be submitting a proposal to the business. Chartered Institute of Building (1976), D.A. It has automation to reduce human errors and ensure faster calculations. https://doi.org/10.1007/978-1-349-13275-1_3, DOI: https://doi.org/10.1007/978-1-349-13275-1_3, eBook Packages: EngineeringEngineering (R0). Heres how to ensure seamless cashflow. But theyre specific and not an approximation and take things further by showcasing the value you can offer a prospective client. 0000009396 00000 n Declaration:I Waqar-Ul-Hassan confirm that this article is copied from a very professional and experienced personnel to keep this information save as an article. Managerial Accounting, Real Estate Accounting in US Best Practices and Bonus Tips, How to Easily Build Great Estimates for Your Projects? A quotation or quote provides a realistic cost or estimate of a project. This data helps the Estimator prior to starting the work on the estimate for new project, by checking the data from the records and getting similar project information. * The main template file From the Contractors perspective a proper estimate helps in preparing a proper bid for the works and facilitates arrangement of resources for proper execution of works. What is the Difference Between Tender and Bid? xb```b``qb`e``? @16@XcC=?5_ffgJg(Xq )N'5{. Indeed,a forum discussion on SitePointhighlights this challenge when using these terms. de Silva. The Contractor had been working for the last 10 years on various projects in Middle East. Open tender. In this procedure, Tenderers previous record and work history in term of performance are carefully reviewed. Estimates are usually not detailed and this is what makes them different from quotes. What is the relationship between tendering and estimating procedures of effective project delivery in Cross River state? Thats why Latham (1994) clearly mentioned in his report that, the criteria to select a consultant or a contractor should be based on skill, experience and previous performance, rather than automatically accepting the lowest in all cases. Macmillan Building and Surveying Series. The bids are submitted to a person called the general contractor. Code of Procedure for Single Stage Selective Tendering (1985), Institution of Civil Engineers. The main difference between a quotation and an estimate is that: a quotation is an agreed fixed price. Unable to display preview. estimating and tendering documentation and specialist input from current practitioners. Each has its place. A quote needs to be considered carefully before being put on paper. 40 (1981), Spons Civil Engineering and Highway Works Price Book, Edited by Davis, Langdon and Everest. A brief description of different types of Tender procedures is also included in this chapter. Tendering is normally the transition between the design and construction phase. 11Case Study on the Impact of a Wrong Estimate: I would like to give a practical example of his current project, to highlight the effects of wrong cost estimation at Tender stage and its consequences at construction stage. Regardless, once the client accepts the quote (within the validity period), you have to complete the work as detailed in the quote and at that exact price. For example, think of a government agency looking for a suitable contractor to complete a project. The Placing and Management of Contracts for Building and Civil Engineering Works. For example, a building contractor may chat with a client to understand the clients needs. A cost estimate is not a value that is set in stone because it can change. Marks and R.E. How do you write a proposal and how do you know what to include in a business proposal? Regarding the scope and nature of the intended works that are reasonably sufficient for Tenderers to appreciate the risk that they will be undertaking, if they are successful. * This is the most generic template file in a WordPress theme The Main Contractors estimation department didnt review the whole description of BOQ or forgot to add the major part of this activity connection (highlighted above), in their cost estimate in order to quote a rate. And How Can You Do It in FreshBooks? Furthermore, there is also a saving for the Tenderers as substantial travelling costs and time, required to pick the documents from the Employers office and to submit the tender document, are avoided in E-Tendering. When you join you get additional benefits. Get a newsletter that helps you think differently about your business. Provided by the Springer Nature SharedIt content-sharing initiative, Over 10 million scientific documents at your fingertips, Not logged in PubMedGoogle Scholar, Seeley, I.H. You will often need to submit supporting information, including previous client testimonials to establish credibility, health and safety documents, and examples of past work. By bidding, they will let the agency know in detail how much the entire project may cost. How Does Accounting Information Help in Decision Making? Jackson. This site uses cookies. An estimate is used when a project can be completed in a matter of days or hours where not many expenses are incurred. Provided by the Springer Nature SharedIt content-sharing initiative, Over 10 million scientific documents at your fingertips, Not logged in Accept Payments Through PayPal on FreshBooks, 2023 Is the Year You Conquer Your Fear of Money Talk, Phrases for Creating Persuasive Proposals and Estimates That Win New Business, Why Under-Promise, Over-Deliver Should Be Part of Your Strategy, at Least a Little, Take the Guesswork Out of Projects with Estimates. Estimating and Tendering Some Aspects of Theory and Practice. Sixth Edition (January 1991), Ivor H. Seeley BSc, MA, PhD, CEng, FICE, FRICS, FCIOB, FIH (Emeritus Professor, Chartered Civil Engineer and Surveyor), You can also search for this author in In contrast, in Saudi Arabia and in some other Middle East countries, Timberline Orbit software is widely used. Open tendering allows anyone to submit a tender to supply the goods or services required and offers an equal . The process of estimation has entirely changed within the last 15 years than at any time (Brook, 2008). Cost Estimation from Clients perspective is essential to know the expected project cost for allocation of the budget and the feasibility of any project. Horgan. In fact, its most critical task for the Employer to take decision. 0000001578 00000 n Estimating and Tendering for Civil Engineering Works. When you join you get additional benefits. Estimates are an approximation and give clients an idea of what to expect. Why? For this reason, youll want to compile a detailed written quote with a thorough understanding of what the client wants and what you need to provide to match that expectation. This is because they are not finalthey give a ballpark idea of how much a project will cost. Privacy, Difference Between Offer and Invitation to Offer (Treat), Difference Between Purchase Order and Sales Order, Difference Between Purchase Order and Invoice, Difference Between Proforma Invoice and Invoice, Difference Between Personal Selling and Sales Promotion. Quantity Estimate. Chartered Institute of Building, Estimating Information Service No. M. Brook, Estimating and Tendering for Construction Work (Butterworth Heinemann, Oxford, 1998 . Both tender and bid are standard terms you will encounter in the tendering process. What is the difference between an estimate, quote, bid, and proposal? Types of Tendering Methods in Construction 1. In my book I have dealt with the complete Tendering process including useful estimation spreadsheets and Exhibits which will help any one wishing to learn the secrets of competitive bidding in multidisciplinary project tenders..read the book " How to Win Construction Contract- Process Plant,", Mr. Sanjib, Greetings. 34. 0 0000001692 00000 n A quote is a contract and so you cannot change your mind after communicating the quote with your client. Abstract. Ever seen a quote that reads: Valid for 30 days? Sure you have. A case study on the impact of wrong estimate has been included for better understanding of the risks posed by improper estimation and the concept of E-Tendering is also reviewed at end of this chapter. 0000020304 00000 n For instance, you could assist clients in making more money or help them save time. /** Tendering is the process. 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Send a bid when youre bidding for a large government project with clear project details. Companies and small businesses will then bid for these projects by specifying how much it will cost to complete them. The scope of tender is wider in comparison to tender, as the quotation is a part of the tender, which contains prices for material to be supplied. Karim (2009) reports that, like European countries the countries in the Middle East have started the electronic procedure to requesting tenders for construction projects. The Contractor was awarded the works of the construction of reportedly, the biggest interchange in one of the Gulf Country (at that time). Accounting Software for Small Businesses in USA, Factors to Consider before Buying Bookkeeping Software in USA, Benefits of Payroll Management Software for Small Businesses in USA, Invoicing & Billing Software in USA That Best Suits Your Business, Financial Accounting Vs. an estimate is approximate price that may change. However, the administration costs of floating such a tender are comparatively high and sometimes the most economical bid is received from Contractors who do not have proven track record, thereby increasing the risk to the successful completion of project. * @link https://developer.wordpress.org/themes/basics/template-hierarchy/ (1993). The tender document contains the conditions of the contract and other obligations. Palgrave, London. Selection of the medium of exchange of information depends on the size and complexity of project. Canadian Tax Season Aftermath: How to Set Your Business up for Success Next Year, Dealing With a Canadian Tax Refund Delay? * It is used to display a page when nothing more specific matches a query. Happy reading! A bid is most common in some industries such as the construction industry. A proposal is more specific than a bid and it is used when a business needs to get into a partnership with another business. This change can occur due to factors that may directly or indirectly impact the cost. Estimates, quotes, bids, and proposals are different, despite the overlap between these documents. Spon (1992), J.J. Farrow. startxref Review and edit your proposal for accuracy and to maintain professionalism. For example, that residential construction estimate can change drastically when they discover asbestos or old wiring. The government has adopted and introduced e-tendering . The Estimators should have a vast knowledge about the project while pricing for a Tender he is the initial person giving the total cost for a project during tender stage and playing in costs to get more profit. The end price could be less or, likely, more. The two phrases should not be used loosely. However the effectiveness of the whole estimation process depends on the way this process is considered during the execution stage. Rough order of magnitude estimations is general estimates of the effort and . A bid requires a clear scope of a project. What must be the maximum dry density of Granular Sub Base & Wet Mix Macadam used What is the Safe Bearing Capacity values for Different Soils? From the Contractors point of view, the major benefit is being paid early and also by becoming the part of Employers design team, resource planning becomes more efficient and accurate. Brook (1997) defines Tender as A sum of money, time and other conditions required by a tenderer to complete the specific construction work. Should You Ask for an Upfront Payment on Work? 1.5 STATEMENT OF RESEARCH HYPOTHESIS. Brook (1997) defines Estimation asThe technical process of the predicting the cost of construction. I'm recent graduates which short course can you recommend to me based on tendering? According the news from RICS by Al-Lawati & Abinu (2008), the Electronic system is most growing and important tool in the project procurement process. However, Flanagan & Norman (1982) says the selection by lowest bid, will not necessary reflect the true cost of the project. 0000060400 00000 n The scope of tender is wider in comparison to tender, as the quotation is a part of the tender, which contains prices for material to be supplied. WEEK 1: TENDERING (1.0)1.1 Definition Tendering is the administrative procedure of sending out drawing and bills of quantities or specifications to contractors for them to state their prices for all the items of one contract. Seeley. One conundrum in estimating, especially for public-sector projects, is that bidders sometimes make overly optimistic estimates in order to win the business. Al-Harbi et al. 0000005456 00000 n It is very common practice that Contractors Estimator always finds ambiguity in the BOQ (Brook, 2008). Contractor Selection a Guide to Good Practice (Autumn 1979), Economic Development Councils for Building and Civil Engineering. It aims to make it easy for MSMEs to record financial transactions, perform calculations, make budgets, and know all the details of their business so they can make decisions that are aligned with their goals. 8Risks during Tendering Process: According to Teo (2009), due to current economic crisis, the Employer may include the clauses in the conditions of tender in their own favour to suspend or cancel the whole tendering process or change the date of submission at any time. Baldwin. HMSO (1964), Chartered Institute of Building. * de Silva. Quantity Surveying Practice. As discussed above, the traditional method for the Estimation and Tendering processes is still being followed in many Middle East countries. Different types of Tendering procedures are discussed and through this review we can notice that a careful consideration needs to be given regarding the nature of project before deciding upon the type of tendering process that needs to be undertaken for any contract. This percentage is commonly known as the management mark up. This is a preview of subscription content, access via your institution. There are three differences identified between the SMM1 and SMM2, which are; unit of measurement, method of measurement and additional new items/elements. The Contractor is thereafter finalised,which normally based is the lowest bidder, but sometimes the Client awards the project based on different criteria, like the quality of offer, or better whole life costing result, orshorter duration for completion offered, etc (Karim, 2009). Are they looking for an itemized breakdown of services? In NQF (2007), Estimation is described asthe process used by the contractor to establish the cost to themselves of carrying out construction works. How To Maintain Multiple Price Levels for Your Company? Chartered Institute of Building, Estimating Information Service. It is common that you will be asked to put certain details in the proposal by the client. Levels of Accuracy in Estimates 0000002362 00000 n All the parties should be aware of their respective legal obligation during the tender stage. Usually in the traditional method, the Employer takes his plan through the earlier stage with the help of a professional team consultant, before hiring Contractor (Brook, 2008). Single-stage and two-stage tender. Guidance on the Preparation, Submission and Consideration of Tenders for Civil Engineering Contracts recommended for use in the United Kingdom (1983), National Joint Consultative Committee for Building. According to Brook (2008), in the traditional method, the tender submissions usually consist of form of tender and covering letter. You will need to include important information that improves your credibility and provides solid evidence for what you have mentioned in the proposal. Latham (1994) explains the difference between Qualification and Prequalification as follows; Qualification means Contractors inclusion in an approved Contractors list and Pre Qualification means preparing a list of Contractors as per their skills and experience, in accordance with the nature of the project. Through this review, we can understand that for the Client, a proper estimate helps determine the feasibility of project and facilitates the procurement procedure for the project. Best Accounting Software in USA, Accounting Software for Small Businesses in USA, Factors to Consider before Buying Bookkeeping Software in USA, Benefits of Payroll Management Software for Small Businesses in USA, Invoicing & Billing Software in USA That Best Suits Your Business. How does Accounting Software help to Improve Productivity? Join now! It isnt sufficient to simply put together a proposal and submit it. Harrison. The Best Black Friday Deals for Small Business Owners (2022 Update), Mind Your Expenses: 20 Costs of Running a Business, Switch to FreshBooks in May to Track Business Expenses the Easy Way, Heres What You Need to Know About Proposals in FreshBooks, Is It Time for a Price Increase? The difference between tender and quotation are: d. Process to Understand Tender and Quotation seem to be the same but they are relatively different. The review also discusses the use of E-tendering and based on the views of different writers, the review highlights the importance and need of e-tendering in Middle East construction industry and its benefits. Similarly in UK & Australia, Cooperet al(1999) & Willey et al (2009), revealed the same from their survey reports that low price bid shifting to multi criteria selection practice in the selection of a Contractor. How to Easily Build Great Estimates for Your Projects? Estimates are best suited for kickstarting smaller projects with existing clients and when a client is curious about a project but has not yet committed and wants an approximation of what it will cost. jack paris brinkley cook father, westcliffe colorado newspaper obituaries, brown swiss cattle disadvantages, forbes women's summit 2023, mark redknapp model photos, shooting in laurel, md yesterday, epsxe crashes when loading iso, robert t bo'' pittman, signs you resent your mother, pestle analysis of maybelline, nishiki escalante manual, how to remove sim card from kyocera phone, st pete police non emergency number, the african roots of war dubois summary, washougal river water temperature,

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