The best bidders don't bid for everything: they choose. A 30% success rate on 10 targeted tenders brings in as much as 10% on 30 attempts, with three times less effort. The go/no-go decision may be the most underrated skill in public procurement.
A tender takes time: 15 hours for a simple application, 60 to 80 hours for a full technical proposal on a complex contract. For a team of 3 bidding for 2 tenders a month, that's 300 to 500 hours a year spent on bids. Every hour spent on a lost bid is an hour less for winnable projects.
The 6-criterion decision grid
Score each contract on the following 6 criteria, from 1 to 5. A total below 18 is generally a no-go; between 18 and 24, it is up for discussion; above 24, it's a go.
GO — Score ≥ 24/30
Put your best people on this bid. It's a contract where you have a real chance and the investment is justified. Aim for excellence in the technical proposal.
TO DISCUSS — Score 18 to 23/30
Look at the weakest criterion. If you can close the gap (find a partner, free up time, adapt your offer), it may be a go. If not, pass.
NO-GO — Score < 18/30
Don't bid, unless the contract is a rare strategic opportunity (a first foothold with a client you have long targeted, a high-profile contract). Even then, limit the time you invest.
Immediate red flags (automatic no-go)
Some signals in the tender documents justify an immediate no-go, without even calculating your score:
Abnormally short submission deadline: 7 days for a complex contract. A sign either of a contract already informally awarded or of an inexperienced buyer. Either way, a bad start.
Tailor-made selection criteria: if the specifications name very specific tools, methods or certifications that only one provider has, the contract is probably biased.
Clearly insufficient budget: if the estimated value is too low to cover a serious service, submitting a compliant bid forces you either to underpay your team or to deliver rushed work.
Disproportionate guarantee requirements: turnover or insurance requirements clearly excessive for the subject of the contract signal a risky file.
Positive signals (in favour of a go)
You have worked with this client before: your track record with them is your best argument. A satisfied buyer often comes back to the same provider if the offer is competitive.
The specifications match your core business exactly: you have already delivered exactly this type of commission, with recent, verifiable references.
Few competitors expected: technical contracts, geographically constrained ones or those requiring rare accreditations naturally attract less competition.
An open tender following a framework agreement you hold: your existing position gives you an advantage in understanding the need and the context.
CezanneAO helps you prioritise your tenders
Tracking dashboard, relevance scoring, custom alerts: CezanneAO helps you focus your energy on the contracts where you have the best chances.
See the demo