Major bid/no bid considerations

What goes into a bid/no bid decision?

You should make a conscious decision whether a pursuit is worth investing in

  • Think about the price of continued investment and not what you have already spent.
  • Discipline is required to “no bid” opportunities that are a bad match, not worth pursuing, or simply questionable.
  • The burden should be on justifying pursuit of the opportunity, and not on cancelling it.

Deciding whether to bid an opportunity is not just a matter of guessing how much money you could make or what your chances of winning.  Sometimes it’s worth it to bid something you know you’re going to lose money on. At other times it might make sense to walk away from a bid that would be profitable.  

Bid/No Bid Considerations:

Profitability

Return on Investment

Strategic value

  • Positioning for future work
  • To gain references
  • Competitive positioning

Relation to core competencies and customer base

Level of effort to respond (cost/budget)

Risk

  • Risk in responding
  • Risk in performing

Likelihood of a win

Relationship with teaming partners

 

Return to the Topic Hub for Pre RFP Pursuit, or return to the Starting Point for Discovering What It Will Take To Win.



Subscribe to PropLIBRARY

Unlock our premium content, including the recipes, forms, checklists, etc. that make it easy to turn our recommendations into winning proposals. 


Carl is the Founder and President of CapturePlanning.com and PropLIBRARY.

The materials he has published have helped millions of people develop business and write better proposals. Carl is an expert at winning in writing. He is a prolific author, frequent speaker, trainer, and consultant.

In addition, the groups Carl moderates on LinkedIn provide a place for tens of thousands of business development and proposal professionals to discuss best practices and network.
Proposal Help Desk
Contact us for assistance
In addition to PropLIBRARY's online resources, we also provide full-service consulting for when you're ready to engage one of our experts.

It all starts with a conversation. You can contact us by clicking the button to send us a message, or by calling 1-800-848-1563.