# Bid / No-Bid Decision Checklist

> Use this before you spend a single hour on a tender response. If you can't tick at least 8 of the 10 below, walk away — the opportunity cost is real.

**Tender:** [Title]
**Authority:** [Buyer]
**Reference:** [eTenders / TED ref]
**Deadline:** [date / time]
**Decision date:** [today + 48h max]

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## 1. Strategic fit

- [ ] This contract aligns with our 12-month sales plan
- [ ] Winning it would not over-commit our delivery capacity
- [ ] The buyer is one we want a long-term relationship with

## 2. Capability fit

- [ ] We meet **every** mandatory selection criterion (turnover, insurance, references)
- [ ] We have at least 2 directly comparable case studies from the last 3 years
- [ ] Named team members are available for the contract period

## 3. Competitive position

- [ ] We have a credible reason to win (incumbent advantage, technical edge, price, location)
- [ ] We know who else is likely to bid, and we can compete on quality
- [ ] We are not bidding just because we saw the notice

## 4. Commercials

- [ ] At our realistic price, the margin justifies the bid cost
- [ ] We can fund the cashflow gap to first invoice
- [ ] Payment terms and retention clauses are acceptable

## 5. Process

- [ ] We have time before the deadline to write a strong response (not just a complete one)
- [ ] We have a named bid lead with capacity
- [ ] We have all required attachments ready (insurances, accounts, tax clearance)

## 6. Risk

- [ ] No clauses we cannot live with (unlimited liability, IP transfer, exclusivity)
- [ ] No conflicts of interest with current clients
- [ ] Geography, language, and security clearance requirements are workable

---

## Score

Tick count: **[ / 10]**

| Score | Action |
|---|---|
| 8 or higher | **Bid.** Assign a lead, set up the bid plan, lock in the kick-off. |
| 6 – 7 | **Borderline.** Bid only if a partner can fill the gap, or if the strategic value is exceptional. |
| 5 or lower | **No-bid.** Send a polite decline if the buyer expects one. Capture lessons in your CRM. |

**Decision:** [ ] BID    [ ] NO-BID
**Bid lead (if BID):** [name]
**Reason for no-bid (if NO-BID):** [one line — useful for future debrief]