Pursuit decisions
A bid/no-bid checklist before you spend hours on a proposal
Use six evidence checks to decide whether to pursue, investigate, team, or pass on a government opportunity.
A decision framework, not an award prediction
Our suggested bid/no-bid review is a way to protect limited time and cash. It is not a government scoring method or a probability calculator. An attractive contract value should not outweigh a requirement you cannot meet.
Give each check a status: supported, unresolved, or not met. Add the evidence and the person responsible for closing each gap. Do not average a mandatory eligibility failure into a reassuring overall score.
Check 1 and 2: eligibility and scope
Can your business satisfy every mandatory participation requirement by the required time? Identify applicable registration, size, certification, licensing, location, or security conditions in the solicitation. When a requirement is ambiguous, use the stated question process.
Next, explain the actual deliverable in your own words. List the staffing, equipment, schedule, acceptance criteria, and reporting obligations. If the work only sounds similar to your usual service, investigate the difference before pricing.
Check 3 and 4: proof and capacity
Map each important evaluation factor to truthful evidence: relevant projects, staff experience, quality procedures, or other permitted proof. Do not re-label someone else's past performance as your own. Read what the solicitation allows for new businesses and teaming.
Build a delivery calendar next to the proposal calendar. Who prepares the response, who performs the work, and what happens if an employee or supplier becomes unavailable? Partner interest is not the same as a confirmed commitment.
Check 5 and 6: economics and response readiness
Model labor, payroll burden, materials, travel, insurance, supervision, subcontractor costs, overhead, and a justified allowance for uncertainty. Check applicable wage and contract requirements. Estimate the cash you need between paying delivery costs and receiving payment.
Now compare the response instructions with your time and resources. Build a submission checklist covering forms, attachments, page limits, signatures, delivery method, amendments, and deadlines. A strong narrative cannot rescue a missed mandatory submission requirement.
Make the next action explicit
Pursue when the evidence supports the decision. Investigate when a material question can still be resolved in time. Consider teaming when the gap is suitable for a compliant arrangement. Pass when a mandatory requirement or delivery risk cannot be addressed.
Illustrative example: a facilities contractor has relevant experience but an unconfirmed specialist quote. The next action is to validate the quote, scope, availability, and applicable subcontracting requirements—not assume the partner will be there after award.
Save the reasons for both wins and passes in your pursuit record. Over time, review whether your own decisions reduced wasted effort and improved delivery readiness. Measure your actual outcomes; do not infer a win rate from software usage.
Your action checklist
- Record each mandatory requirement and its evidence.
- Map evaluation factors to permitted proof.
- Confirm delivery capacity and partner commitments.
- Estimate cost, margin, and working-capital needs.
- Assign a documented pursue, investigate, team, or pass decision.
Copy these steps into your own pursuit notes. Do not put confidential contract, banking, or personal information into public comments or unsecured tools.