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:
Return on Investment
- Positioning for future work
- To gain references
- Competitive positioning
Relation to core competencies and customer base
Level of effort to respond (cost/budget)
- Risk in responding
- Risk in performing
Likelihood of a win
Relationship with teaming partners
Subscribe to PropLIBRARY
Unlock our premium content, including the recipes, forms, checklists, etc. that make it easy to turn our recommendations into winning proposals.
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.