Go/No-Go Decision Template for RFPs

How Do You Use This Template?

For a deeper look at how teams evaluate opportunities at the start of the RFP lifecycle, read our detailed breakdown of the go/no-go process.

Here’s how to work through the template step-by-step:.

1. Evaluate and Score the Decision Factors

Review the eight decision factors in the go/no-go matrix. For each factor, select the description that best matches your current situation and score your company the appropriate points (1-4). You may also score your competitors to see how you stack up against them.

2. Calculate Your Overall Rating

Once scoring is complete, sum the “Our Points” values for all eight factors to find your Total Score. Divide this total by 8 to determine your Overall Rating. This numerical value provides a standardized way to measure the opportunity’s viability. (The baked-in formulas will automatically do these calculations for you.)

3. Determine a Go or No-Go Decision

Compare your overall rating against the recommended threshold of 2.5: Greater than 2.5 generally suggests the RFP is worth pursuing, whereas less than 2.5 indicates a high-risk opportunity that should be revisited with the team. Mark your decision as Go or No Go.

4. Leverage Insights for Your Strategy

If you choose to bid, use the individual scores to guide your response strategy. Low-scoring areas highlight where you may need to bolster content, allocate more resources, or increase client engagement. If you decide not to bid, use these insights to refine your future decision criteria.

What’s Included In This Go/No-Go Template?

✓ An 8-factor evaluation matrix covering project insight, team qualifications, client relationship, competition, content reuse, resource availability, cost, and projected value.

✓ Clear scoring criteria (1–4 points) for each factor to help teams rate opportunities consistently.

✓ Side-by-side scoring columns for both your team and competitors.

✓ A total score and overall rating calculator to quantify your likelihood of success.

✓ A recommended decision threshold (2.5 average rating) to guide Go/ No-Go choices.

✓ A “Decision Time” section to formally document your Go or No-Go outcome.

✓ Fields for reviewer name, company name, and date to keep records consistent across opportunities.

The invitation to tender has landed and the gate is shut. Your default setting should be ‘No Bid’ unless you can build the business case to do so. Only then can you open the gate and keep going.

Jon Williams

Managing Director

Strategic Proposals

Who Is This Go/No-Go Template For?

This Go/ No-Go Template is designed for anyone involved in evaluating whether an RFP is worth pursuing. 

Proposal managers can use it to apply a consistent, objective framework to every opportunity. Sales teams and account executives can quickly assess client fit, revenue potential, and strategic alignment. 

Bid and capture teams can evaluate competitive position and resource availability before committing time and effort. 

It’s also helpful for marketing and content teams to determine how much new material a strong response will require, as well as for leadership teams seeking data-driven support when prioritizing high-value opportunities.

What Is An Example Of A Go/ No-Go?

An example of a go/ no-go process is when an organization receives a request, examines different criteria, and finally decides whether to respond to the request (go) or not respond to the request (no-go).

Here’s an example of go/ no-go in action:

Alex, a Proposal Manager at a mid-tier institutional investment firm, just received an alert for a massive RFP from a State Pension Fund looking for a new Fixed Income manager. While the contract value is eye-watering, Alex knows that a “Go” decision requires more than just a big number.

Alex reviews the request for proposal and immediately spots three red flags during the go/no-go stage:

1. They don’t have the qualifications: The RFP includes a specific requirement for a 10-year track record in Scandinavian Green Bonds. While Alex’s firm is a leader in North American ESG funds, they only started their European green bond desk three years ago.
2. Their resources are currently sparse: The firm is in the middle of a major rebranding and a core system migration. Subject matter experts (SMEs), like the Portfolio Managers and Compliance Officers, are already working 60-hour weeks.
3. They have no pre-RFP knowledge: Alex checks the CRM and sees zero touch points with this Pension Fund. No one at the firm has met the Trustees, and they weren’t invited to any of the industry discovery days held six months ago.

Alex recommends a No-Go. Instead of wasting 80+ hours of firm time on a losing battle, Alex suggests the team send a professional no bid letter. This keeps the firm’s reputation intact and ensures the proposal team remains fresh for the Infrastructure Fund RFP coming next month—a deal where they have a long-standing relationship and a lock-in to win.

What Is the Meaning of a Go/ No-Go Decision?

It’s the choice a company makes after receiving an RFP. But, if we break down the term go/ no-go decision, there are actually two separate meanings.

Go decision: When a proposal team scores the various factors of an RFP and rules that the opportunities in the request are worth pursuing (e.g. your company has had success with similar clients).

No-go decision: when a proposal team scores the various factors of an RFP and can identify several obstacles associated with the request. As a result, your company does not pursue the RFP.