Bidding everything wears out estimators and wins the wrong jobs. Here is a simple go/no-go process to decide which bids deserve your time.
In this article
Not every bid is worth chasing
Estimating takes time, and time is the scarcest resource a builder has. Companies that bid everything end up with low hit rates, tired estimators and jobs that never should have been won. A simple go/no-go decision before estimating protects the team and the margin.
The questions to ask before you estimate
- Is this the type of work we do well and profitably?
- Do we know the owner, the architect or the GC, and do they pay on time?
- How many bidders are there, and are we competing only on price?
- Do we have the crew, supervision and bonding capacity when it would start?
- Is the schedule realistic, and are the drawings complete enough to price?
Keep reading — free
The rest of this article is worth the 20 seconds
Tell us where to send it and the full piece unlocks right here, along with everything else on this blog.
Rather just talk? Message us on WhatsApp.
Turn it into a score
Give each question a score from one to five and agree on a minimum total. The number is not magic, but it forces the team to discuss the bid before spending forty hours on it.
Red flags that mean no
An owner with a history of disputes, contract terms that shift all the risk to you, a schedule that only works with perfect weather, or a scope you have never built. One serious red flag can outweigh a good score.
Sometimes you bid for the relationship
A first bid for a new client or a strategic market can be worth it even with lower odds. Make it a conscious decision, limit the effort and track whether those relationships actually turn into work.
Track your hit rate
Record every bid, the decision, the result and the reason you lost. After a few months, patterns appear: types of work you win, clients that never award to you and competitors you rarely beat.
Say no professionally
When you pass, tell the client early and thank them for the invitation. A respectful no keeps you on the bid list for the next project.
Who makes the decision
Go/no-go should not depend on the estimator alone. A short meeting with the owner or operations manager, the chief estimator and, when possible, a superintendent who knows the field gives a better decision in fifteen minutes. Write the reason for each decision so the team learns from it.
Run tighter jobs and win the right ones.
We help construction companies build the systems, online presence and client relationships that bring better projects.
Frequently asked questions
What is a go/no-go decision in construction?
It is a short review before estimating to decide whether a bid is worth pursuing, based on fit with your work, the client, competition, capacity, schedule, contract terms and drawing quality.