Why a framework matters
Teams without a bid/no-bid process pursue too many opportunities, spread thin, and lose winnable work because they ran out of time on the wrong pursuits. A framework makes the decision visible, repeatable, and accountable.
The five factors to score
Capability fit
High weight
Does your team have the technical skills, certifications, past performance, and clearance levels the solicitation requires? Score against the shredded requirements, not a general sense of fit.
Competitive position
High weight
Who is the incumbent? Who else is likely to bid? Do you have a differentiated approach or relationship advantage? A strong proposal loses to a stronger competitor.
Capacity
Medium weight
Can your team write, review, and price this proposal without dropping other active pursuits? Check proposal staff availability, subject-matter expert time, and delivery bench depth.
Profitability
Medium weight
Can you price competitively and still meet margin targets? Factor in bid cost, proposed staffing mix, and any investment required to perform.
Strategic value
Context-dependent
Does this opportunity open a new agency, contract vehicle, or capability area? Sometimes a lower-score pursuit is worth the investment if it positions you for follow-on work.
Scoring approach
Use a simple 1 to 5 scale per factor. Multiply by the weight. Set a threshold for "bid" and require executive override for anything below it.
| Factor | Weight | Score (1-5) | Weighted |
|---|---|---|---|
| Capability fit | 3x | ||
| Competitive position | 3x | ||
| Capacity | 2x | ||
| Profitability | 2x | ||
| Strategic value | 1x |
A common threshold: weighted total of 35 or above means bid. Below 25 means no-bid. The 25 to 35 range gets an executive review with documented rationale.
What to document
Every bid/no-bid decision should record:
- Opportunity name and solicitation number
- Shred completion date and compliance matrix link
- Score per factor with brief justification
- Recommended action (bid or no-bid)
- Approver name and date
- If bidding below threshold: written rationale for the exception
Bid/no-bid after amendments
Re-run your score when a major amendment drops. Amendments can change scope, evaluation criteria, or eligibility. A pursuit that scored well on the original solicitation may not survive a scope change.
Connecting bid/no-bid to your pipeline
Opportunity intelligence from sources like SAM.gov feeds your pipeline. Bid/no-bid filters it. Only scored, approved pursuits move to shred and proposal. That keeps your team focused on work you can actually win.
