Go/No-Go Team
Benefits of Team Involvement
Assemble a team that is unbiased and brings a variety of perspectives for evaluating opportunities. This team should also have diverse skills and knowledge to contribute to developing the proposal strategy, formulating the project approach, and assessing financial and project risks.
Who Typically Leads the Go/No-Go process?
In small businesses with a single office, the decision will be led by one or more partners. This approach is feasible because the partners are intimately familiar with the firm's backlog, pipeline, and available resources, eliminating the need for broader team involvement.
Small businesses with multiple office locations and sectors may adopt a team structure found in mid-sized firms. The team may include an office lead, market lead, CFO, business development associate, and the marketing team.
Large businesses, especially publicly traded ones, typically have a more extensive decision-making team. This team could encompass office and regional leads, a client manager, a market sector lead, and comprehensive support from both local and regional marketing teams.
Go/No-Go Lead’s Responsibilities
The one leading the pursuit generally is called a pursuit manager. The pursuit manager differs based on the organizational structure, ranging from being overseen at the partnership or director level with distinct responsibilities allocated for office and sector leads. Occasionally, it may be spearheaded by a marketing director or manager, supported by technical staff. The role may include the following:
Assembling the GNG team
Assembling and disseminating appropriate information to help inform GNG decisions.
Lead the GNG conversation.
Oversee and monitor pursuit cost.
Responsible for post-submission activities
Marketing Department’s Role
The Marketing Department supports the Pursuit Manager by handling various responsibilities that differ based on company size. In larger companies, the marketing team ensures that relevant team members know about opportunities, facilitates Go/No-Go discussions, and manages related data in the company's CRM system. In smaller to mid-sized firms, the marketing team takes a more hands-on role in Go/No-Go discussions and conducts due diligence, particularly when the company has yet to pre-position for opportunities. This involvement is essential for evaluating the feasibility and alignment of potential projects with the firm's capabilities and goals.
