September 2015: It’s OK to No-Bid After FRFP Release, Really…

In every gate process multiple chances arise to decide whether to proceed with capture/proposal development. And, as time goes on, the decision to no-bid usually becomes less likely, especially in the time period following FRFP release. While infrequent, as an outside consultant I do recommend no-bid when the situation warrants. Several of these conditions existing together should oblige serious consideration of no-bid late in the process:

• Immature capture (i.e. why we win and strengths not known or clearly articulated)

• Scarce or incorrect proposal resources

• Too little time (started late, or way behind schedule); proposal products too immature

• Very low expected Pwin

• Proposal manager assessment and recommendation

Even having all of these conditions in a pursuit, I’ve seen leadership proceed with proposal development and delivery. Reasons (articulated or not) have included:

• A belief that the customer expects us to “put our hat into the ring”

• Someone in the chain of command has committed (no matter what…)

• There is too much invested to stop now

With the as-expected results (i.e. poor evaluation and elimination/loss), the unstated downside is the likelihood of damage to the customer relationship by knowingly delivering a less than stellar product. In the customer’s shoes, would you rather have received a polite no-bid communication or speculate (negatively) why a bidder did not put their best foot forward for you? I think we all know the answer. Black Dog Technology LLC's innovative processes and Proposal Navigator® tool efficiencies add productive work days to your constrained proposal development timelines. Contact us for your capture/proposal support needs or to arrange your Proposal Navigator® system capability demonstration. 2015 pricing is $25,000 annual subscription (unlimited use) per proposal center site.

The Proposal Team's Mission

Synthesize and package the capture team’s vision into a compliant, convincing and compelling offering whose selection can be successfully defended ... without breaking the pursuit budget “bank”...