Should you bid? Start with evidence, not enthusiasm.

Educational content, not legal or procurement advice, and not an endorsement by any government agency. Solicitation documents and their amendments control.

Use three decisions: pursue, partner or pass

Before drafting, identify the requested outcome, mandatory conditions, delivery resources, response deadline and cost of pursuing. For every important requirement, name the evidence, the person responsible and any unresolved gap. A high score elsewhere cannot erase a mandatory condition you cannot meet.

A fictional decision

A consulting firm estimates 60 remaining proposal hours at an internal planning cost of $100 per hour: $6,000 before outside expenses. It can demonstrate the core service, but a required reference is missing. First check the actual solicitation: what evidence qualifies, and are questions or teaming arrangements permitted? If the gap cannot be resolved in time, passing protects capacity. If a suitable partner can close it on permitted terms, evaluate that option before committing the proposal hours.

Your next action

1. Write down the three requirements most likely to disqualify your firm.
2. Attach a specific piece of evidence to each.
3. Estimate remaining pursuit effort and delivery capacity.
4. Record pursue, partner or pass, with a reason and a review date.

This is a planning exercise, not a prediction of award probability. The solicitation and its amendments control.