As many of you are aware, the need for a strong "Go/No Go" decision-making process in A/E/C, environmental and related firms is one of my "soapbox" rants! I believe that every A/E/C, environmental and related firm needs to have a way to take the ego OUT of the "Go/No Go" decision so that pursuits are chosen based on their merit and "winnability" rather than the title of the person who brings the RFQ/RFP in the door.
I believe that pursuits are often undertaken for the wrong reason(s), and that many pursuits should never have been undertaken at all. Therefore, if your firm wants to stop throwing away finite resources (i.e. time and money) on pursuits it can't win, and if you want to increase the return on investment for your marketing dollars, you have to develop and implement a good "Go/No Go" process.
Further, you have to make sure that the process is followed by everyone from the Chairman, President, CEO and COO on down to every department and division manager, office manager, and technical champion (prospective project manager) who might want to pursue an RFQ/RFP.
Over the years, I have written a lot about the "Go/No Go" process and why it is so necessary to the success of an A/E/C, environmental or related firm. In fact, over the past few years, I have written eight articles and three blog posts on the subject.
I have recently assembled all of these writings into a "book" on the subject, "Go/No Go" - the hardest decision of all. If anyone would like to receive a free copy of the book, please send me a request at [email protected] and I will be happy to email it to you in .pdf format.
Again, there is no charge for the book, other than your complete contact information.