Companies must make a realistic assessment of your chances to WIN a contract. It is important to make the bid/no bid decision early so time is not wasted. The decision should be made before or immediately following the release of the RFP.
When analyzing the probabilities, ask yourself...how well do you know the customer? Does the customer know you? Chances are, if you don't know the customer and vice a versa, you should not bid. Agencies must KNOW you in order to TRUST you are going to deliver. Their reputation is also at stake.
BID YES if:
• You know and have pre-sold the customer.
• You know the contract history and have information on your chances of successfully competing for the contract (competitive pricing, requirements and/or FOIA information)
• The incumbent has a marginal or poor past performance record.
• You have conducted a site survey and understand the requirements
• Your capabilities meet or exceed the requirements outlined in the RFP. (Teaming relationships help with providing a full service solution)
NO BID if:
• You have NO prior knowledge of the RFP prior to its' release on fbo.gov
• The only information you have is contained in the RFP with no market intelligence or research of the agency needs..
• The requirements are beyond your scope of capabilities and you have no identified teaming partners to include with your technical response.
• There is an incumbent contractor who has continued to provide good or exceptional services. Most (not all) incumbents re-win their contracts if they have maintained a good performance record and relationship with the customer. You shouldn't bid unless you know the customer is unhappy or you have special knowledge of the procurement.
• If you don't KNOW then NO
GovTip: Spend time, resources and money doing your homework in order to make the right decision. No one likes to lose...time, money or business! Need help?