Start with a disqualifier check
Before investing in writing, confirm that the business can meet mandatory conditions, required permissions, deadlines, contract scope and portal requirements. A pass/fail gap is different from an area that can be improved through writing.
Score the opportunity honestly
| Question | What to test |
|---|---|
| Strategic fit | Is this the service, buyer, geography and contract size you actually want? |
| Eligibility | Can you meet mandatory requirements and evidence them? |
| Delivery capacity | Can you mobilise, staff, supervise and sustain the service? |
| Relevant evidence | Do you have comparable examples and credible proof? |
| Commercial case | Can the contract be priced competitively and delivered profitably? |
| Competitive position | Why could the buyer prefer your offer over likely alternatives? |
| Bid resource | Is there enough time for clarification, writing, pricing and review? |
Set a decision rule
Define the minimum score and any automatic no-bid conditions. Do not let the excitement of a large contract override missing competence, impossible geography or weak economics.
Record the reason
A short decision log helps the business learn which opportunities fit, which gaps keep recurring and what should be improved before the next pipeline notice.