Qualification pillars
Most bid teams rely on gut feel. A formal checklist makes the decision faster and more defensible.
Use four pillars: eligibility, delivery fit, commercial viability, and competitive edge.
- Eligibility: certifications, geography, and compliance.
- Delivery fit: timeline, scope, and internal capacity.
- Commercial viability: margin, budget, and payment terms.
- Competitive edge: references, partners, and differentiators.
Fit vs. effort score
Assign a simple score (1-5) for each pillar. If the total is below your threshold, do not proceed.
Keep the decision transparent and traceable for leadership reviews.
- Capture the score in pipeline notes.
- Record one risk and one mitigation per tender.
Stakeholder alignment
Qualification is a team sport. Share the decision snapshot with finance and delivery before finalizing.
If any team vetoes the tender, document it so the next cycle is faster.