Anticipating a bid/no-bid decision model for an ICT service company

Sammanfattning: This report analyses and describes how the bid/no-bid decisions are made at one ICT service company. The analysis is based on current available research within the area of multi criteria decision analysis to enhance the company’s decision process. It proposes how the bid engagement decision can be structured and evaluated. Through a questionnaire at the ICT company, data from its own bids was collected to identify the factors perceived to be relevant to the bid/no bid decision. It is found that the factors can vary depending on industry, market and potentially bid situation, requiring experts’ assessment of which factors to use for each bid situation. Concluding the study, an initial bid model is proposed, but with reservations due to lack of validation in real life situations. A recommendation to expand the existing bid model with probability distribution based risk estimates is made.