What are Bid Decisions?
Bid decisions are decisions taken to get rid of bids you have little chance of
winning. This removes time-wasters and lets you focus on your best prospective
bids. Bid decisions are ‘Decision Gate’ actions taken by management, choosing to
abandon, continue or defer pursuing a bid. Improving your bid decision process
can increase your chance of winnings contract significantly.
Steps for a Winning Bid Decision Process:
Use the pursuit decision to locate good leads and to begin capture planning
Some tools you can use include decision trees, weighted matrixes, compatibility
grids and checklists.
Use bid validation to ensure show stoppers are addressed
Show stoppers do exactly what they say on the tin – they’ll stop your bid. They are
changes that you cannot meet during the process.
Use the process to outline your inputs and outputs, and staff responsibilities
This is a helpful planning tool to ensure your bid process is smooth. Outline your
inputs and outputs for the pursuit decision, bid decision and bid validation
Make all bid decisions quickly and efficiently
This is easy if you have followed the previous point – if everyone is aware of their
responsibilities, decisions can be made quickly and without delay.
Adapt all bid decisions to your business and your specific goals
If you do not do this, your proposal activity will be inefficient, waste valuable
company resources and time and decrease your chance of winning further bids.