✅ Qualifying Opportunities
Not every job is worth pursuing. Learning to say "no" to the wrong work is as important as winning the right work.
Key Principle
A bad job doesn't become good just because you're slow. Stay disciplined in your pursuits.
Bid or no-bid decision
Does this project fit your company's capabilities and experience?
Yes
Is the owner/GC reputable and financially stable?
Yes
Strong opportunity
Pursue the bid. Allocate estimating resources and develop a competitive strategy.
No
Risky client
Proceed with caution. Price the risk into your bid or add contract protections. Consider passing.
No
Is this a strategic relationship worth investing in?
Yes
Relationship bid
Submit a bid, but protect your downside. Make sure the client knows your limitations and price accordingly.
No
No-bid
Decline the opportunity. Focus resources on projects where you can win and execute profitably.
The Bid/No-Bid Decision
Questions to Ask
About the project:
- Is this our type of work?
- Do we have the experience?
- Can we meet the schedule?
- Is the scope clearly defined?
- Are there unusual risks?
About the client:
- Do they pay on time?
- Are they realistic about budget/schedule?
- Have we worked with them before?
- What's their reputation?
- Will this lead to more work?
About your company:
- Do we have capacity?
- Do we have the right people available?
- Does this fit our strategic goals?
- Can we be competitive?
- Will we make money?
Red Flags
Walk away if:
- Compressed timeline with no flexibility
- Unrealistic budget for the scope
- Client history of disputes or non-payment
- Scope is vague or "TBD"
- You're being used for a number only
- Required to take unusual risks
- Payment terms you can't handle
Green Lights
Prioritize if:
- Repeat client you've worked with successfully
- Clear scope and realistic schedule
- Your type of work and size
- Good payment terms
- Leads to larger opportunities
- Reference project potential
- Strong competition position
Qualification Scorecard
Rate each opportunity (1-5 scale):
| Factor | Weight | Score |
|---|---|---|
| Client relationship | 20% | __ |
| Project fit | 20% | __ |
| Competition position | 15% | __ |
| Profit potential | 15% | __ |
| Schedule fit | 10% | __ |
| Risk level | 10% | __ |
| Strategic value | 10% | __ |
| Weighted Score | __ |
Score interpretation:
- 4.0+ = Highly pursue
- 3.0-3.9 = Pursue selectively
- 2.0-2.9 = Consider carefully
- Below 2.0 = Decline
When to Say No
How to decline professionally:
- Respond promptly
- Thank them for the opportunity
- Be honest but brief about the reason
- Leave the door open for future work
Sample decline:
"Thank you for inviting us to bid on [project]. After reviewing the opportunity, we've determined this isn't the best fit for our current capacity and expertise. We appreciate you thinking of us and hope to have the opportunity to work together on future projects."