I developed this simple Go/No Go framework years ago when an engineer on my team emailed me in a panic. He had been struggling with a public RFP response for over two weeks and finally reached out, just 48 hours before the proposal was due.
I told him I’d jump in to help, but only if we could first answer three questions.
What is a Go/No Go Anyway?
Most contractors rely on complex scoring spreadsheets to decide whether to pursue a project. These formal Go/No Go processes evaluate things like profitability, backlog impact, team availability, and risk.
But sometimes, you need a faster filter to determine whether a project is worth scoring in the first place.
That’s where this ultra-simple Go/No Go comes in. It’s especially useful when time is tight or when internal communication breaks down, as it did with my team.
The Simplest Go/No Go in Construction: 3 Questions
Before spending time on any pursuit, ask:
- Do we have relevant experience?
This includes firm or team experience that aligns with the project’s size, scope, geography, delivery method, or market sector.
Tip: Be creative. If you’ve done multifamily, you might be able to leverage that for a hospitality project. Just make sure you help the prospect connect the dots. - Does the client know our company?
If your firm is a stranger to the owner or selection committee, you’re already at a disadvantage. Without name recognition, a stellar proposal might still fall flat. Relationships matter, especially in shortlists and interviews. - Do we understand the client’s pain points?
Why are they doing this project? What are they worried about? What does success look like in their eyes?
If you don’t know what keeps them up at night, how can you position your team as the solution?
When my engineer answered “no” to all three of these questions, I knew we shouldn’t pursue the project. A quick scan of the RFP revealed we had already missed the mandatory pre-bid meeting. Crisis averted.
Why This Simple Go/No Go Works for Construction Companies
Don’t waste your time chasing projects you have little to no chance of winning. Too many contractors evaluate opportunities by asking: “Can we do this project if we win it?”
That’s the wrong question. The right question is: “How can we beat the 5 to 50 other companies that can also do this project?”
Winning work isn’t about qualifications—it’s about differentiation, relationships, and positioning. This 3-question Go/No Go cuts through the noise and helps you focus your time where it matters most.
Want help developing your pursuit strategy or building a full Go/No Go system tailored to your firm?
Reach out to AltCMO and let’s discuss how we can support your marketing and preconstruction efforts.