TO BID OR NOT TO

BID
Presented by:
Jack Conway - President Sigmatech, Inc.
Lisa Cox Director Analytical Services, Inc.
Bruce Ricker Director Analytical Services, Inc.

Outline

Why? - Purpose
Myths vs. Realities
Process?
When?
How?
Who? - Using a Bid Board
Tools - Developing Bid/No Bid Questionnaire
Resources
Summary

Purpose
Why a Bid/No-bid Process?
Arrive at a rational, business-based consensus
within your company to pursue or not pursue
a given procurement opportunity

Business Development
Designate
Identify
Process
Marketplace Assessment
Target Area Contact
Strategic Target
Strategic Plan

Business Plan

Qualify
Opportunity

Assign
Capture Manager

RFP Release
Bid/No Bid
Decision
Prepare
Proposal
Performance Plans
Win Strategy

WIN!!

Select
Proposal
Manager

Myths vs. Realities

Myth No. 1 Bidding everything yields more contracts.

Myth No. 2 We can make bid/no bid decision later.

We should take all the time needed to make a good
decision.

Myth No. 3 Have one bid/no bid meeting, decide and

never revisit the decision.

Myth No. 4 The sales or marketing person is closet to

the customer and opportunity and should make all the
bid/no bid decisions.

Myth No. 5 The cost of bad bid decisions is only the

bid and proposal (B&P) funds.

Process

Identify Opportunities
Develop opportunities/collect intelligence
Qualify the opportunity
Influence the solicitation
Receive the request
Bid/No-bid Decision
Complete proposal
Submit Proposal
Win!

When?

Release of RFP
Before committing significant B&P resources
Multiple decisions (incremental approach)

Who?

Clear decisions Bid or No-bid are easy and

do not require heavy involvement
Gray Area decisions take time and are more
involved
Stakeholder involvement
Size of proposal effort - Small proposal efforts
take less, major efforts more
Strategic Value to company
Proposal cost and resources required
Potential return

How?
3-Person Rule/
Odd Number

Clear
No Bid

Gray
Zone

Bid Board

Clear
Bid

Bid Boards

Strategic filter as overarching guide to decide to

bid/no bid opportunities

Stakeholder involvement Input from all involved

Selections should tie to strategic plan

Used for those gray areas where uncertainty exists

on bidding a particular opportunity

Members should be multi-functional; an odd number

and general manager should have final decision.

Tools

Bid / No Bid matrix effective for helping to

evaluate corporate position; tailored to specific
criteria established by company.

Provides insight and rates company vs.

competitors

Should be updated as needed in varying stages

of process

Bid Management System can be developed to

identify opportunities, pursuits and ultimately
final bids

Bid / No-Bid Questionnaire

Examples

Microsoft Bid No Bid Checklist

Bid No Bid Worksheet
Bid Factors

Bid / No-Bid Questionnaire

Fast, fair screening process for pursuing new

opportunities

Helps develop intelligent bid/no bid decisions

Five basic qualification criteria should be

included at a minimum in your bid/no bid
decision:

Solution match

Customer relationship

Competitive position

Executable & financial match

Strategic value

Resources

Proposal Management Magazine

Hy Silverman Technical Proposal Management

Tom Sant Proposal Consultant great online

resource

Charles Keller Proposal Writing

Shipley

Opportunity databases such as Input, E-pipeline,

Centurion, FedBizOpps for intelligence gathering

Mentor with larger prime companies

Summary

Avoid bidding blindly! Position yourself as best

as possible!

Implement & follow a process that works best

within your company

Develop or use proposal tools which

complement your process

Establish a bid board to assist with unknowns

Focus on opportunities that are qualified and

winnable