Go/No-Go What Should Be Considered?

The following is a guideline for making informed Go/No-Go decisions. Some factors may be pertinent to your business, while others may not.  You should tailor your process according to your business objectives.

1.  Capabilities Assessment

• Has the office pursuing this opportunity done this type of work before?

• Has the proposed project team done this type of work before?

• Are proposed subs’ past performance ratings acceptable?

• Can we meet the client's timeframe/delivery schedule?

• Is input or assistance required from other Geographies or Business Lines (if applicable)?

• Are project partners (such as a formal joint venture) needed?

• Are there regulatory risks? If so, can they be mitigated?

• Does the work fit the Geography, Business, or Market Sector Business Development and Strategic Plans?

• Would it develop our resume in a particular practice area or geography?

2.  Competitive Assessment

• What is the likelihood of winning?

• Are there existing competitive consultants involved in the project? If yes, is the client likely to replace the incumbent consultant?

• Are new consultants likely to be added to the client’s team?

• Does the client have a well-defined brief (Request for Proposal)?

• Would a win support the penetration of a client or market sector?

3.  Client Assessment

• Is the client an existing or past client? If yes, do we have a positive relationship with the client?

• Would a win further develop a relationship with the client?

• Is there any conflict of interest with other projects or clients? If yes, is it acceptable to the client?

• How would you rate the transparency and balance of the client's selection process (e.g., quality vs. fee vs. skills vs. schedule)?

• What is the client’s financial status and capability?

• Has the client engaged in this type of work before?

• What is the client’s litigation history?

• Has our firm previously incurred financial or other losses or impacts with this client?

• Is the client open to developing a “two-way” business relationship?

4.  Cost Assessment

• What is the cost of bidding?

• What is the potential return on the cost of bidding?

• Is the likely fee consistent with the minimum fee policy if it exists for this type of work? 

• Can we make at least a “business as usual” profit after bid costs?

• Would the project present a potentially high-profit opportunity?

• Does the project provide an opportunity for substantially profitable future business?

5.  Contract Assessment

• Are the risks involved covered under our Professional Indemnity Policy/Professional Liability?

• Can we work within the client’s contract terms (including the payment plan)?

• Does the project present unmanageable Safety, Health, or Environmental risk?

• Is there a potential safety, security, or travel risk associated with the proposal or project?