Bid No Bid Assessment

1. Bid No Bid Assessment BID or No BID AssessmentRank your organizations compliance with each best practice using the drop-down box in the Score column. Internal Evaluation Description of Best Practices Score Deal Killer Areas of Concern The opportunity aligns with our strategic vision 1 No Senior management will support the decision to move forward 5 No We have the resources required to win the opportunity (i.e. time and skill) 4 No We have the resources and the ability to deliver if we win 4 No Additional resources can be obtained if necessary for delivery 2 No We have conducted similar projects in the past 2 No We have developed a positive relationship with this prospect in the past 1 No All intellectual property can be protected 3 No This opportunity will leave the door open for other opportunities in the future 4 No We have differentiators that improve our odds of winning 2 NoTotal 28 External Evaluation Description of Best Practices Score Deal Killer Areas of Concern The key decision makers are well known and can be influenced 4 No

2. The opportunity is aligned with our prospects business strategy 4 NoThe budget been formally approved and funded 3 NoWe understand the business need or reason for the request for proposal 3 NoThe requirements have been clearly defined and are technically feasible 4 NoThe evaluation criteria is well known and understood 2 NoAre there no known business/technical/financial issues going on behind the scene 3 NoThe proposal time frame is known and is realistic 3 NoThe prospect has made the decision to buy, in principal 3 NoThe contract terms and conditions are acceptable to us 3 NoOther competitors have been identified 4 NoRisk EvaluationDescription of Best Practices Score Deal Killer Areas of ConcernWe have identified and assessed all of the risks involved with moving forward 3 NoIf we win, our existing business will not be at risk 4 NoNo competitors pose a serious threat to our business operations 3 NoNo competitor is favored by prospect decision makers or influencers 3 NoThis solution relies on technology that we are comfortable with 3 No The opportunity is aligned with our prospects business strategy 4 NoThe budget been formally approved and funded 3 NoWe understand the business need or reason for the request for proposal 3 NoThe requirements have been clearly defined and are technically feasible 4 NoThe evaluation criteria is well known and understood 2 NoAre there no known business/technical/financial issues going on behind the scene 3 NoThe proposal time frame is known and is realistic 3 NoThe prospect has made the decision to buy, in principal 3 NoThe contract terms and conditions are acceptable to us 3 NoOther competitors have been identified 4 NoRisk EvaluationDescription of Best Practices Score Deal Killer Areas of ConcernWe have identified and assessed all of the risks involved with moving forward 3 NoIf we win, our existing business will not be at risk 4 NoNo competitors pose a serious threat to our business operations 3 NoNo competitor is favored by prospect decision makers or influencers 3 NoThis solution relies on technology that we are comfortable with 3 No

3. Winning will enhance our reputation and market positioning 4 NoWinning will open up new market opportunities for us 3 NoWinning will give us an advantage over our competitors 3 NoThe risks involved in delivering the project can be managed 4 NoFinancial EvaluationDescription of Best Practices Score Deal Killer Areas of ConcernWe can afford the investment needed to pursue this opportunity 3 NoPrice has been identified as a major factor in selecting the winning bid and we are competitive 3 NoThe margins for this project are acceptable 1 YesDelivering this project will not come at a high opportunity cost for other potential projects 2 NoThis project will not have negative implications on cash flows 2 No Winning will enhance our reputation and market positioning 4 NoWinning will open up new market opportunities for us 3 NoWinning will give us an advantage over our competitors 3 NoThe risks involved in delivering the project can be managed 4 NoFinancial EvaluationDescription of Best Practices Score Deal Killer Areas of ConcernWe can afford the investment needed to pursue this opportunity 3 NoPrice has been identified as a major factor in selecting the winning bid and we are competitive 3 NoThe margins for this project are acceptable 1 YesDelivering this project will not come at a high opportunity cost for other potential projects 2 NoThis project will not have negative implications on cash flows 2 No

4. BID or No BID AssessmentDO NOT ENTER VALUES INTO THIS SPREADSHEETUse this Scorecard to identify if you should place a bid and areas that require improvement. Evaluate your Score, and set a hurdle benchmark for moving forward on new bids.If there are any Deal Killers, closely evaluate and qualify them before making a decision. Internal Evaluation (out of 50) 28 External Evaluation (out of 55) 36 Risk Evaluation (out of 45) 30 Financial Evaluation (out of 25) 11 Total # of Deal Killers 1 Total Score (out of 175) 105 BID or No BID AssessmentDO NOT ENTER VALUES INTO THIS SPREADSHEETUse this Scorecard to identify if you should place a bid and areas that require improvement. Evaluate your Score, and set a hurdle benchmark for moving forward on new bids.If there are any Deal Killers, closely evaluate and qualify them before making a decision. Internal Evaluation (out of 50) 28 External Evaluation (out of 55) 36 Risk Evaluation (out of 45) 30 Financial Evaluation (out of 25) 11 Total # of Deal Killers 1 Total Score (out of 175) 105