Updated September 2026: in 2018 I wrote about a short-deadline bid where the client answered our questions the next day and one of the teams then withdrew, leaving the rest of us to decide whether to submit or drop the bid. I have rewritten it into advice on bid or no-bid decisions.
I had two bids. One was nearly done, since the delivery expert had completed the work. The other had a very short turnaround, and the client had answered our questions the day after we sent them. After a long weekend, the account team called an early meeting on open items, and one team announced it was withdrawing because the implementation timeline and the response date were both too tight. The other teams would now have to build a custom solution, and the question was open: submit or drop? My team said we would support the bid if we got the information we needed and the other teams delivered on time. The team framing the solution had to make the call.
When should a bid be dropped?
- You cannot meet the client's timeline credibly.
- A key capability is missing and no partner can fill it.
- The price needed to win would lose money.
- The client relationship or terms carry more risk than the deal is worth.
Who should make the decision?
The account owner, with input from the teams that would deliver. A clear decision-maker prevents weeks of work on a bid nobody believes in.
What does one team withdrawing mean?
It is a warning sign, not a verdict. Ask why, and whether the reason affects everyone. If the gap can be filled another way, the bid may still be sound.
How should a supporting team state its position?
As we did: conditionally and in writing. "We will support if we receive X by Y date" makes your commitment clear and puts the decision where it belongs.
Is dropping a bid a failure?
No. A well-reasoned no-bid saves effort and protects the company's reputation with the client. Many firms track their no-bid decisions as carefully as their wins.
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