Should we bid? The essential bid or no bid qualification checklist for law firm tenders
Not every tender is worth chasing.
Some opportunities are clear winners. Others? Not so much. The challenge is knowing the difference before you’ve spent 40 hours (or more) scrambling to get something out the door.
If you’ve ever found yourself writing proposals for long-shot bids, or submitting tenders with that sinking “we’re probably not going to win this” feeling, this article is for you.
This is the essential checklist to help law firms qualify tender opportunities fast.
Why it matters
Legal tenders take time, brainpower, and emotional energy, especially for firms without dedicated bid support. Without a clear framework for evaluating opportunities, firms default to saying yes to everything. That’s when tenders start to feel frustrating and futile.
Deciding whether or not to bid should be a strategic choice, not a reflex.
What to ask before you bid
Here’s a distilled version of the questions I use when helping law firms triage tender opportunities. You don’t need to ask every single one every time, but a quick score across these areas will help clarify whether the opportunity is really worth the investment.
1. Do we meet the mandatory requirements?
This is the threshold question. If you don’t, you may be disqualified without anyone reading the rest of your proposal.
2. Do we have a strong relationship with the client?
Have you done work for them before? Do they know who you are? If not, do you know who you’re up against, and how your firm compares?
3. Are we a credible provider for this type of work?
If this isn’t our bread and butter, we’ll need to work harder to persuade. Are we ready to do that?
4. Do we have a compelling differentiator?
What makes us stand out? And is that relevant to this client?
5. Can we show evidence of past performance?
Do we have referees, case studies, or client stories that prove we can deliver?
6. Do we have internal support?
Will the partners or subject matter experts involved make time for this (or are they too stretched)?
7. Is the timeline realistic?
Can we produce a thoughtful, persuasive proposal in the time available? Or will we be cutting corners just to submit?
8. Is this work we actually want?
Not just revenue — but clients, matters, and relationships that align with our strategy.
Use a tool to decide faster
If you want to move beyond gut feel and stop wasting time on bids you’re unlikely to win, try using a structured tool.
[Take the interactive Bid or No Bid checklist] (Insert link)
It’s designed for law firms and BD teams to make better bid decisions faster. Score yourself across key criteria and get an instant result with tailored recommendations.
Final thoughts
Not bidding can be the smartest bid decision you make.
Give your firm permission to pursue the opportunities you’re most likely to win — and to let go of the rest. That’s how you win more, waste less.
About the author
Amy Burton-Bradley is a legal tender strategist and the founder of Bidtique. Law Firm Tenders is her resource site for firms who want to sharpen their approach to tenders, bids, and proposals.