The Go/No-Go Calculator turns the qualification decision into a repeatable score, so you stop bidding on instinct and start bidding on evidence. You answer a short set of weighted questions about an opportunity, and the calculator returns a recommendation – bid, conditional bid, or no-bid – with the reasoning visible.
This page explains what the calculator does, how it scores, how to use it, and how to build or adapt it for your firm. It is the tool behind The Go/No-Go Decision.
A go/no-go decision made in 48 hours, from a consistent score, beats one made over a week from opinion.
What the calculator does
The calculator converts the four qualification questions – is it real, can we win, can we deliver, is it worth it – into a weighted score against a fixed set of criteria. It outputs:
- A weighted total, so opportunities can be compared consistently.
- A recommendation: bid, conditional bid, or no-bid, against set thresholds.
- A hard-gate flag, so a fatal flaw can override an otherwise strong score.
- A record, so the decision can be reviewed later against the actual outcome.
The purpose is consistency, not precision. The score does not need to be perfect; it needs to be applied the same way to every opportunity so decisions are comparable and defensible.
The scoring model
Answer each question on a simple scale (for example, 1 to 5), and the calculator applies the weights.
| Criterion | Weight | What good looks like (score 5) |
|---|---|---|
| Capability fit and delivery feasibility | 20 | We can deliver without stretching beyond competence |
| Past performance and proof readiness | 15 | We have relevant, referenceable evidence ready |
| Competitive position | 15 | We know the field and where we genuinely differ |
| Capacity and timeline realism | 15 | A quality response is achievable by the deadline |
| Compliance burden | 15 | Requirements are clear and manageable |
| Commercial quality (margin and bid cost) | 10 | Economics work after bid and delivery cost |
| Contract and risk | 10 | Terms are acceptable; no disqualifying liabilities |
Weighted total = (sum of score x weight) / 5, expressed as a percentage.
Thresholds and hard gates
The calculator applies simple thresholds to the weighted total:
- High score: bid – the opportunity clears the bar.
- Mid score: conditional bid – proceed only if a named condition is met, with a revisit date.
- Low score: no-bid – the opportunity does not justify the effort.
Hard gates always override the score. If any of the following is true, the answer is no-bid regardless of the total:
- A mandatory requirement the firm cannot meet.
- A conflict of interest or existing commitment that bars participation.
- Terms, insurance or certifications the firm cannot lawfully accept.
- A deadline that cannot be met with the review gates intact.
The gate exists to stop a strong score on the soft criteria from overriding a fatal flaw.
How to use it
A short, disciplined routine:
- Log the opportunity and skim for hard gates first – this can end the decision immediately.
- Score the seven criteria with the best available data, flagging unknowns rather than guessing.
- Read the recommendation and the gates, then decide – go, no-go, or conditional with a condition and a date.
- Record the decision and the score, so it can be compared with the outcome later.
Keep the record to one page and make the decision within 48 hours. A fast, documented no-go frees the team for the next opportunity, which is the real prize.
Building or adapting it
You can run the calculator in a spreadsheet, a simple form, or a lightweight app. To build your own:
- Start with the seven criteria and weights above, then adjust the weights to your market.
- Define your anchors – what a 1 and a 5 look like for each criterion – so scoring is consistent between people.
- Set your thresholds for bid, conditional and no-bid.
- Add a hard-gate checklist that overrides the total.
- Track outcomes against scores over time, and tune the weights as the data accumulates.
The output matters less than the discipline. A simple spreadsheet applied consistently beats a sophisticated model used occasionally. For the model in context, see The Go/No-Go Decision and Cost per Proposal.
Frequently asked questions
What does an RFP go/no-go calculator do?
It scores an opportunity against weighted criteria, applies thresholds and hard gates, and returns a bid, conditional or no-bid recommendation – consistently across opportunities.
What criteria should a go/no-go score include?
Capability fit, past performance and proof readiness, competitive position, capacity and timeline realism, compliance burden, commercial quality, and contract risk.
How do you set the thresholds?
Typically three bands: high (bid), mid (conditional bid with a named condition), and low (no-bid). Tune the bands to your market and risk appetite.
Can a strong score override a missed mandatory requirement?
No. Hard gates – unmet mandatory requirements, conflicts, unacceptable terms, or an impossible deadline – override the score and force a no-bid.
Should the score be shared with the person who brought in the opportunity?
Yes. A transparent score, with reasons, makes a no-bid easier to accept and improves the quality of future opportunities. See the communication guidance in The Go/No-Go Decision.
Next step
Download the RFP Go/No-Go Scorecard to screen your next opportunity, or build your own using the criteria above. Then read The Go/No-Go Decision for how the decision fits the response process, and How to Respond to an RFP for what happens after a “go”.
References
- Loopio, 2026 RFP Response Trends & Benchmarks Report (1,500+ teams, developed with APMP): 75% of teams use a go/no-go process.
- AutoRFP.ai, 2026 Proposal Win Rate Report (94 bid professionals): 71% of high-win teams use a formal go/no-go qualification step.
- APMP-NCA, “Go/No-Go Decisions 101”: presenting fit, cost and win probability to decision-makers.
Figures are attributed to their sources and dated.