# Go / No-Go bid checklist

A decision framework for small teams deciding whether a government pursuit is
worth weeks of unbillable time.

The point is to fail fast. Most bid losses are decided before anyone writes a
word — by an eligibility requirement nobody checked.

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## Step 1 — Hard gates

Answer all ten. **Any "no" ends it.** Do not score an opportunity you are not
eligible for. An unknown is not a pass — establish it before investing.

1. **Set-aside eligibility** — do you qualify, or is a prime confirmed who does?
2. **Contract vehicle** — is one required (GSA MAS, OASIS+, CIO-SP4, SEWP, agency IDIQ)? Do you hold it, or a confirmed prime?
3. **NAICS size standard** — do you fit it?
4. **Past performance** — does it require N similar contracts in the last M years? Can you meet that under your own UEI?
5. **Clearances** — facility (FCL) or personnel (Public Trust, Secret, TS/SCI)?
6. **Certifications** — CMMC, FedRAMP, ISO 9001/27001, SOC 2, PCI-DSS, HIPAA?
7. **SAM.gov registration** — active, with accurate reps and certs?
8. **Timeline** — is there realistically time to write something good?
9. **Insurance and bonding** — can you meet the limits?
10. **Mandatory integrations** — does it require proven experience with a specific platform?

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## Step 2 — Score seven factors, 1–10

Score conservatively when evidence is thin.

| Factor | 1–3 | 7–10 |
|---|---|---|
| **Strategic fit** | Outside core capability | Squarely your wheelhouse with a differentiator |
| **Customer rapport** | Cold, no name recognition | Multiple meaningful conversations; they want you |
| **Requirements understanding** | Guessing from the RFP | You helped shape the requirement |
| **Past performance** | None relevant | Strong, recent, provable |
| **Competition** | Entrenched incumbent | Weak or no incumbent |
| **Timeline & preparedness** | Due in under 30 days, no capture | 3–6 months out, themes drafted, teaming locked |
| **Proposal resources** | You, alone, at night | Named team committed |

**Average ≥ 7.0** → Go · **5.0–6.9** → Conditional Go, only if gaps close in time · **< 5.0** → No-Go

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## Step 3 — Hidden disqualifiers

These do not appear in the scope and kill bids late:

- **Public-records exposure** — your proposal may become public. Flag trade secrets properly.
- **No-contact policies** — many municipalities forbid contacting staff during the window. Violating it disqualifies you.
- **State statutory compliance** — prevailing wage, Iran Contracting Act, state-specific codes.
- **Local preference** — scoring advantages for vendors inside city limits.
- **Required forms** — one missing exhibit renders a proposal non-responsive.
- **Conflict of interest** — prior work for the agency, dual affiliations.
- **Insurance riders** — additional insureds, waivers of subrogation. These take months.
- **Cybersecurity attestations** — SOC 2, NIST SP 800-171 self-attestation, SPRS score.
- **Q&A deadline passed** — if you cannot ask, you are betting on assumptions.

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## Step 4 — The honest questions

- Can you afford to lose 3–6 weeks of billable time writing this?
- If you win, can you deliver from day one — with named subs if needed?
- Is the contract worth the opportunity cost? (Federal: usually >$500K for a small team.)
- What is carried forward if you lose — a relationship, a reference, a reusable section?

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## Step 5 — Write the decision down

Score, decision, top three reasons, capture invested to date, and what you learned.
A No-Go you can explain is an asset. A No-Go you forget you made costs you twice.

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Compiled by CodeBody Dynamics · codebodydynamics.com