Strategic fit
Does the opportunity match a priority offer, target jurisdiction, and credible customer problem?
0Unknown1Weak2Credible3Strong
Public-sector decision framework
Bid because the evidence supports it—not because the deadline exists.
Score each criterion from 0 to 3. Treat mandatory failures as gates, not averages. Document the evidence behind every score.
Buyer access
Can the team identify the program owner, procurement stakeholders, users, and likely decision path?
0Unknown1Weak2Credible3Strong
Evidence
Do you have relevant outcomes, references, partners, certifications, and delivery proof?
0Unknown1Weak2Credible3Strong
Procurement path
Are registrations, vehicles, eligibility, security, and mandatory requirements understood?
0Unknown1Weak2Credible3Strong
Competitive position
Do you understand incumbents, likely bidders, evaluation emphasis, and your defensible advantage?
0Unknown1Weak2Credible3Strong
Delivery confidence
Can you resource, price, govern, and deliver the work without creating unacceptable risk?
0Unknown1Weak2Credible3Strong
Pursuit economics
Is the expected value proportionate to proposal cost, probability, timing, and opportunity cost?
0Unknown1Weak2Credible3Strong
Relationship maturity
Have relevant buyers or partners validated the problem and your potential role before release?
0Unknown1Weak2Credible3Strong
Decision guidance
Score, gate, then exercise judgment.
A high total does not override a mandatory requirement, ethical concern, delivery risk, or unsupported claim. A low score can still identify useful pre-positioning work for the next cycle. Record the decision, assumptions, and reason so win/loss learning improves the system.
Build the full pursuit system
Turn qualification from individual instinct into organizational capability.
Bring the mandate, the mess, or the ambition. Leave with a sharper view of the next move.
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