#BidTips – Bid/no bid – assessing the opportunity

#BidTips – Bid/no bid – assessing the opportunity

All opportunities should be qualified with a bid/no bid discussion before the bid process starts. Be clear about your reasons for bidding and what winning will mean for your business – is it a good fit and how likely are to you to be successful? I’ve lost count of the amount of times I’ve heard ‘let’s just take a punt’ over the past 16 years of work-winning, but I can count how many times taking a punt led to bid success. Never.

The bid/no bid process facilitates fact-based decision-making and should be completed before preparing a response to an opportunity. It also enables you to focus your efforts on the bids you have a greater chance of winning, further increasing the possibility of a successful outcome.

Using a bid/no bid form to evaluate the opportunity

Using a bid/no bid form for your own business should be the first step of your bidding process, and if you haven’t got one, it should be high on the to-do list. I have developed one that I use with my clients and you can download a copy of this here that you can tailor to fit your own business.

The bid/no bid process will review how strong relationships, experience and your proposed team are. It will also prompt you to consider a range of client factors, such as whether funding is in place and if you know who will be marking the bid, and internal factors, such as whether you have the resources in place to effectively deliver the bid and subsequent project, as well as whether the legal and commercial terms are acceptable to your business.

Bid/no bid factors to consider

The three most important quality factors in any bid are: client relationships, relevant experience and delivery team. As a bid writer, I will work with you to align this information effectively to the bid’s requirements. There are also further factors, listed below, to consider when evaluating whether to proceed or not – if you find you have more negatives than positives, it’s definitely not a bid to pursue!

Client relationships

  • How well do you know the client and understand their issues?
  • How does this project meet their needs?
  • What are their concerns about this project?

Conflicts of interest

  • Are there any conflicts of interest that could prevent you from proceeding?
  • How are these being managed, or does it present a no bid situation?

Business plan and funding

  • How does the project fit with your business plan and strategy?
  • Does the client have funding in place? Do you know what the source of it is?

Tracking or ad-hoc

  • Have you been tracking this opportunity for a while or is it an ad-hoc piece of work you have been asked to tender. If it’s ad-hoc, go no further with it – if you were a serious contender, you would have been approached for a conversation before now.

Legal and commercial requirements

  • Review the contract to check there are no legal or commercial requirements that could pose a problem.
  • Are there any other conflicts of interest that preclude you from bidding?

Time to complete the bid

  • Is there enough time between now and bid submission to develop a robust response?

Resources to complete the bid and deliver the work

  • Do you have the right team in-house to put the bid together, including writer, senior bid lead, technical experts and graphics support?
  • Is the right delivery team available?

Having the right experience

  • Can you demonstrate having the right experience for this project?
  • How does the experience align to this project, and which pieces of evidence do you need to source to prove your claims and write your case studies?

Having the right team and skills

  • Do you have the right team, blending experience with other skills, such as collaborative behaviours?

Organisational infrastructure

  • Do you have the right certificates, finances and insurances required to bid and deliver the work?

Messaging

  • Can you articulate why you are the right bidder to win this job?
  • How are the two organisations aligned?

Evaluation

  • How are the marks distributed across the bid? Which sections are the most important for the client? Does the marking give you a hint as to what the key issues are on this project?

Working with the bid/no bid form

I have developed a bid/no bid that you can use for your own business – you can either download the pdf (above), or run through the checklist version below by putting a tick in the relevant box for each question, and analysing the total. I’d really love to get your feedback on this version of a bid/no bid form and whether you have applied it to your business.

How I work with clients on this

I go through the bid/no bid process with clients on all bids and give them my opinion about whether I believe the opportunity is worth pursuing. Of course, clients can disregard this advice – but if I am asked to work on bids, I like to create the best chance of winning. The bid/no bid is kept are part of the bid documentation I hand over at the end of the project and is really useful as part of review or feedback processes once the result is known.

If I can help you assess your next bid opportunity, please get in touch.

Bid/No Bid Form

How this works

The bid/no bid process provides objective evidence to help you make a decision.
Answer each question, putting a 1 in the appropriate column (except question 12).
Review the result and then consult the interpretation section.

Interpretation of the result

13 – 16

Strong opportunity that should be bid with the full support of the business and senior management.

7 – 12

Is there any further information available to strengthen the business case of progressing this opportunity?

1 – 6

Definitely not worth pursuing any further.

#BidTips – a series

#BidTips – a series

I first started producing BidTips about two years ago and I’ve decided to revisit them, building on the original content and developing it into longer-form blog posts. BidTips will be published monthly and are snapshots of best practice I’ve worked with during my work winning career and designed to invite your thoughts, whether via the website, on Twitter or Instagram.