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  • How to know when not to bid an opportunity

    Most companies bid a lot of stuff they shouldn’t. So to help you find a reason to “no bid” here’s a list of reasons not to:

    1. You find out about the opportunity when the RFP is released
    2. The customer has no budget or can’t afford what is actually required
    3. Your competition is cheaper
    4. There are too many competitors
    5. A key subcontractor backed out
    6. There is a requirement in the RFP that you can’t live with
    7. The price risk is too high
    8. The performance risk is too high
    9. You have negative past performance
    10. The customer doesn’t like you
    11. You don’t like the customer
    12. Customer won’t answer critical questions
    13. You have no advanced awareness
    14. The opportunity doesn’t fit corporate strategies
    15. The RFP is too vague
    16. The RFP is too specific
    17. There’s not enough profit in it
    18. You don’t have enough staff available to write the proposal
    19. You have a conflict with certification requirements
    20. The customer is unrealistic
    21. The schedule is unrealistic
    22. You don’t have the staff to do the work
    23. You can’t promise delivery of the key personnel
    24. You don’t know who the competition is
    25. You don’t know who the evaluators are
    26. The customer likes someone else
    27. You think the customer is trying to justify a selection already made
    28. The customer is just fishing/not serious
    29. Location, location, location
    30. You have a conflict with the delivery requirements
    31. There are intellectual property issues
    32. The contract type is not appropriate for the type of work
    33. Your awareness is limited to what’s in the RFP
    34. There is no potential for follow-on work
    35. Pursuing it would distract you from other opportunities
    36. You are not investing in the proposal effort
    37. You started working on the proposal after the RFP hit the street
    38. You can’t articulate why you should be the one to win
    39. The customer doesn’t know you
    40. You don’t know how the customer is organized
    41. You don’t know how the procurement fits into the customer’s strategic plans
    42. You can’t adequately perform at the price you plan to bid
    43. The technology requested is already obsolete

    Carl Dickson
    By Carl Dickson, Founder of CapturePlanning.com and PropLIBRARY
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