Decision dimensions
Scores and blockers
A score helps compare opportunities. A blocker stops the decision even when the score is high. Examples include a mandatory certificate that cannot be obtained in time, an unacceptable term without an approved exception, unavailable guarantee capacity, a conflict of interest, or an unrealistic delivery or bid deadline.Distinguish between missing information and non-compliance. Missing information needs an owner and due date. Non-compliance needs remediation, an authorized exception, or a No-Go decision.
Decision workflow
1
Verify the source and documents
Do not assess an opportunity whose core facts or latest documents are still uncertain.
2
Review fit and evidence
Confirm that each score is supported by company data, tender text, or a documented assumption.
3
Resolve addressable gaps
Assign an owner and date for each question, document, partner, or clarification.
4
Record blockers and exceptions
State the impact and the person authorized to approve an exception.
5
Record the recommendation
Choose Go or No-Go with a concise, reviewable rationale.
6
Request approval
Route the decision to Approvals when required by company policy.
Write a useful rationale
Good Go rationale: “High technical fit, three evidenced similar projects, required classification available, and expected margin within the approved range. Finance must still approve the bid bond.” Good No-Go rationale: “Mandatory OEM authorization cannot be obtained before closing, and no approved partner can satisfy the condition.” Avoid rationales such as “looks good” or “not suitable.” They are not actionable or auditable.Next: build the proposal
Use the approved Go decision and reviewed requirements to prepare technical and commercial responses.