February 2008 Consultant’s Edge

The Go - No Go Decision

Often the consultant is faced with the opportunity to respond to a Request for Proposal (RFP) or Request for Qualifications (RFQ).  These are usually issued by a governmental agency as the first step in soliciting and selecting consultants or contractors for a specific assignment or service.  These are easy to come by, as all such solicitations are public record and, if you are familiar with your field, you know how to get or find such notices.

The issue to be addressed in this issue is the decision on whether to pursue such requests.  This is called the “Go/No Go” decision.  A formal checklist is recommended to bring some discipline to this process.  This is because it is easy to expend a great deal of time and money to chase these projects, there is a lot of competition and it is more than a numbers game (meaning you will succeed if you apply often enough).  All this being considered, the following list of items will help to structure your decision making process and, as a result, increase your chance of success.

GO/NO GO Decision Criteria

For proposals, RFP’s, RFQ’s

1. Do we have specific experience in the type of work required?

2. Is there a strategic partner/other consultant than can supplement our resume to meet project requirements?

3. Do we have experience in the jurisdiction or with the agency/s involved?

4. Do we know about the project - its goals, expectations, outcomes desired?

5. Have we been in contact with the key staff or politicos?

6. Do we know the key players who will make or guide the selection decision?

7. Do we know the project budget and schedule are realistic/feasible?

8. Do we know who is competing for this project?

9. Do we have a better than 50% possibility of getting the job?