RFP Success will always come from the qualification of it. In the world of bidding, this starts with the Bid/No Bid Process.

If your business is lacking in this area, download my free template and guide:

https://shop.beacons.ai/winning.business/3ff4632c-8271-40d3-8d6c-1763c540972d

I walk through the process looking at different areas of business and whether the opportunity fits. This is through a simple scoring matrix. It is great in order to be able to choose the right type of work but it also serves as a good comparison when considering wins and losses. You will be able to compare in hindsight which actually was a good opportunity and which wasn't, with results. This will help you to make better decisions in the future.

Even in my own business, I stand by the rule that client selection = business success. A client might pay me a lot of money. But if they are rude to my team, don't listen to my guidance or just cause a lot of stress generally, it is a hard no. I personally only want to work with the right people in my business. Running a successful organisation is about more than just money. A bad client is always a bad decision. The same principle should be applied to any other business.

The bid/no-bid process is one of the most important steps in the RFP journey — and yet it’s one that many organisations rush or overlook entirely. Here's why it matters:

✅ 1. It saves time and resources. Responding to RFPs is time-consuming, often involving multiple teams and high-pressure deadlines. A solid bid/no-bid decision ensures you only invest in opportunities that are worth the effort.

🎯 2. It keeps you focused on the right opportunities. Not every RFP is a good fit. The process helps you assess: - Do we meet the mandatory requirements - Can we genuinely deliver the solution - Is this aligned with our business goals and strengths

💡 3. It supports strategic thinking. Rather than reacting to every tender that hits your inbox, the bid/no-bid process gives space to think strategically. It puts you in control — choosing where to compete and where to walk away.

📉 4. It protects your win rate. Chasing every opportunity often leads to poor-quality bids, lower win rates, and team burnout. Saying “no” more often can actually lead to more wins, because your efforts are concentrated on bids you’re more likely to win.

🛠️ 5. It sharpens your proposal strategy. By qualifying opportunities upfront, you're better positioned to define a strong win strategy early on — rather than figuring it out halfway through the response.

🧭 6. It builds internal alignment. A formal bid/no-bid review ensures that key stakeholders are aligned from the start — no surprises later on about budgets, delivery capability, or expectations.

📈 Bottom line: The bid/no-bid process isn’t about saying “no” for the sake of it — it’s about making smart, informed decisions that lead to better bids, stronger teams, and higher chances of success.