When we think about the Power of No, it elicits so many emotions. Failure, shortcoming or absence of approval. This is the range of emotions I went through as I declined to bid on project I had been wanting for over a year.
Over the past year, I was working diligently to develop a trusted relationship with a global corporation. The relationship involved meetings, flying across the country, emails and holiday calls to touch base. Finally, the RFP was in my Inbox!
We utilized our Bid No Bid Decision Flow Chart to help us determine if the bid opportunity was the right one for us (see chart below).
- Fits our strategic direction-Yes
- Strong client relationship-Yes
- Competitive Advantage-No
Does Client favor a competitor-Yes
Will a Partner improve our odds-Yes, but not in time! - Do we know the client issues-Yes
- Do we have the resources and skills available-Some, but not all
Can we get what we need in time-No, not by the RFP submission date - Will this impact other business if we do not bid-No
- Does the bid have acceptable risk-Yes, risky if we win & need to deliver quickly
In reviewing the scope of work against our Bid/No Bid matrix we decided it would be a NO bid.
- We have NO competitive advantage (being a MBE/WBE is NOT an advantage)
- The incumbent is good at what they do & have the resources we do not have
There is too much risk to our reputation, brand and to the Supplier Diversity manger who advocated for us, if we fail.
With all of the above taken into account, I drafted a memo advising we would not be submitting a bid proposal. I closed the letter with the following:
At ICE Safety Solutions (Getice.com), we provide onsite safety training (CPR First Aid, Evacuation training), equipment (AEDs & First Aid) and Emergency Action Plans while also providing standby crews, paramedics, first responders, athletic trainers and nurses for events & high-risk projects. Though today is a no, I will commit to turning this bid opportunity into a New Opportunity to develop my company to be sure next year we will be able to exceed your expectations, In Case of Emergency.
Initially the NO decision to not bid caused me to feel like a failure, I now see the New Opportunity to identify the areas which will enable me to bid next year!
Want to know the response from Global Procurement?
Pamela,
Thank you for detailed memo outlining your firm will not be bidding on RFP: xxxx. Following review of your capabilities, we have another RFP for your firm to consider, which may align with your current capabilities.
Please advise if you would be interested in participating.
I did not say Yes, I said New Opportunity!