Strategy
Bid or No-Bid: A Simple Go/No-Go Framework for RFPs
· 4 min read · By the ProposalPilot team
Short answer: Decide whether to bid on an RFP by scoring fit, relationship, competitiveness, capacity and profitability. Bid only when you meet every mandatory requirement and can deliver the work at a margin you accept.
The five questions
- Fit: do we do this work and meet every mandatory requirement?
- Relationship: do we know the buyer, or is the RFP a formality for an incumbent?
- Competitiveness: can we credibly win on price or differentiation?
- Capacity: do we have the people and time to bid well and then deliver?
- Profit: does the work meet our minimum margin?
Score it
Rate each question from 1 to 5, set a minimum total, and treat any failed mandatory requirement as an automatic no. The point is not precision — it is making the decision deliberately and consistently.
Say no on purpose
Every low-probability bid consumes hours that could improve a strong one. Teams that bid selectively often spend their effort better, even if they submit fewer proposals.
Track outcomes
Record won, lost and no-bid decisions with the reason. After a few months you will see which kinds of work you actually win.
Frequently asked questions
- What is a go/no-go decision?
- A structured choice, made before writing starts, about whether an opportunity is worth the cost of responding.