Tenders and proposals are costly: time, energy, money, morale, and other opportunities are all at stake.
Here's a quick checklist developed by Julian Midwinter & Associates consulting team to help you determine whether to bid, or not, this time.
Jot down your scores.
Previous work for the principal ?
1 extensive
2 some
3 none.
Relationship with principal ?
1 strong
2 some contact
3 weak or none.
Experience and track record ?
1 strong
2 some
3 little or none.
Number and strength of likely competitors ?
1 none
2 up to three
3 four or more.
Potential revenue and profit ?
1 high
2 moderate
3 low.
Resources available to bid ?
1 available
2 can shuffle to fit in
3 very difficult or unavailable.
Strategic importance to my firm or workgroup ?
1 must win
2 very desirable
3 unimportant.
Fit between the work on offer and our core business ?
1 direct fit
2 peripheral
3 little fit.
Conflicts of interest ?
1 nil
2 some, but manageable
3 direct conflict.
Cost to bid - direct and indirect ?
1 less than 10% of first years revenue
2 up to 25% of first years revenue
3 more.
Now, total your scores.
Up to 14: you should definitely bid
Between 15 and 20: bid, but be careful
21 and above: don't bid, unless you can find a "breakthrough" differentiator.
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