ABCDEFGHIJKLMNOPQRSTUVWXYZ
1
PROSPECT DATAY / N
2
Do we have a relationship with the prospect and is it favorable?
3
Can we influence key decision makers?
4
Do we understand the pain or business need driving this request?
5
Are the requirements within our experience and capabilities?
6
Is low price the primary factor in selecting the winning bidder?
7
Are the contract terms acceptable? Can we manage the risks if we win?
8
Is the timeframe realistic?
9
Does the RFx require a significant amount of production (printing, binding, forms execution, etc.)?
10
DecisionDecline Bid
11
INTERNAL INFORMATIONY / N
12
Is the opportunity in sync with our strategic direction?
13
Do we have strong internal executive sponsorship and management support for this project?
14
Do we have the resources needed to deliver, if we win?
15
Can we support all of the locations and volumes in scope?
16
Do we have a successful track record with similar opportunities?
17
Do we have differentiators that will improve our odds of winning?
18
Can we afford the investment needed to pursue the opportunity? Will it be profitable?
19
Will pursuing this opportunity put higher priority prospects at risk?
20
Did we have time to interface with the client before this opportunity went to market?
21
DId we consult with the client during the creation of the RFx?
22
DecisionDecline Bid
23
MARKET/COMPETITOR INTELLIGENCEY / N
24
Do we know which competitors are bidding on this opportunity?
25
Is the competitor an incumbent?
26
Is any known competitor a threat or openly favored by the client?
27
Do we believe this is purely an information gathering exercise (fishing expedition)?
28
Do we believe the client is using the bid to coerce the incumbent to offer improved pricing/value adds?
29
Are we at a distinct disadvantge from the start?
30
Does the proposed solution involve products/solutions that are new, unproven or undeveloped?
31
Will winning enhance our reputation, market position or lead to other opportunities?
32
BID / NO BID DECISION
33
Based on the scoring of responses, our company should:Decline Bid
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100