Minute 1: Find the Dealbreakers
Skip the intro pages. Go straight to:
Minimum qualifications
Mandatory requirements
Vendor eligibility
Technical certifications
If you don’t meet every mandatory requirement, stop reading.
Mandatory means non-waivable. No exceptions.
Minute 2: Reality-Check the Scope
Ask one question:
Can we deliver 80% of this scope with our current team — today?
Not with future hires.
Not if everything goes perfectly.
Today.
If the answer is no, you’re either passing or partnering.
Minute 3: Check the Contract Term
The term changes everything:
Long-term (3–5 years)
More stable revenue
Higher capacity demands
Short-term (6–12 months)
Faster to execute
Lower competition
Great for building past performance
Know what you’re committing to before you continue reading.
Minute 4: Validate Insurance Requirements
Insurance eliminates more MWBEs than pricing.
Look for:
General Liability: 1M/2M
Auto Liability: 1M
Workers' Comp
Professional Liability
Cyber Liability
If meeting requirements doubles your premium, it’s not your contract.
Minute 5: Assess Submission Complexity
Scan for:
Notarized documents
Physical-only submissions
Multiple attachments (resumes, references, W-9, org charts, equipment lists)
Heavy submissions = high time cost.
This matters as much as price.
Minute 6: Read the Evaluation Criteria
This tells you what actually wins. Look for percentage weights like:
Technical Approach — 40%
Experience — 30%
Price — 30%
If experience carries heavy weight and you don’t have relevant past performance, the probability of winning is low.
If price dominates, expect aggressive underbidding.
Minute 7: Analyze the Timeline
Check:
Questions deadline
Submission deadline
Proposed start date
Timeline red flags:
5-day turnaround → likely written for an incumbent
Start date next week → emergency re-bid
Unrealistic sequencing → predetermined vendor
Timelines reveal intent.
Minute 8: Make the Call (Bid or Pass)
BID if:
You meet all mandatory requirements
You can perform 80%+ of the scope today
You have relevant past performance
Insurance is feasible
Submission requirements are manageable
PASS if:
You need to “figure it out later”
You’re stretching capacity
The RFP looks tailored
You lack comparable references
The fastest way to win more is to stop chasing the wrong RFPs.
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