Selection criteria and guidelines

Information about the Business Development Opportunity Selection criteria

To ensure that we are utilising our staff time in the best way in business development by only going for tenders where we have both a reasonable chance of success and a reasonable expectation the program can be implemented within scope and budget

Make sure to read the guidelines for the whole Go / No Go Guide process and then refer to the Business Development Opportunity Selection criteria. In June 2024 a revised / updated template for the Business Development Opportunity Selection criteria was agreed. Please save a new version before working in the template

Key principles to keep in mind:

• Be honest - don’t try to fudge the situation, try to fix the situation. Eg. if we don’t have a winning team leader, acknowledge that and then keep trying to identify one. If you don’t have one, drop the bid.

• Don’t waste resources - bidding resources are scarce and we have to make the best use of what we have. You can use the criteria to compare the likelihood of success between two bids and use it to make the decision of which one to go ahead with and which to drop.

• Saying no can be more strategic than saying yes.

• It is better to bid less but bid better.

• Identified and agreed priority bids must be the priority and resources should be prioritised across the organisation.

• If there are 2 or more important tenders, the criteria can be used to prioritise one bid over another or to decide if we need to bring in external resources to develop both the bids at the same time.