Strategic objectives and the companys win-to-loss ratio

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Reference no: EM133348363

Case Study: To Bid or Not to Bid Background Marvin was the president and chief executive officer (CEO) of his company. The decision of whether or not to bid on a job above a certain dollar value rested entirely upon his shoulders. In the past, his company would bid on all jobs that were a good fit with his company's strategic objectives and the company's win-to-loss ratio was excellent. But to bid on this job would be difficult.

The client was requesting certain information in the request for proposal (RFP) that Marvin did not want to release. If Marvin did not comply with the requirements of the RFP, his company's bid would be considered non-responsive. Bidding Process Marvin's company was highly successful at winning contracts through competitive bidding. The company was project-driven and all of the revenue that came into the company came through winning contracts. Almost all of the clients provided the company with long-term contracts as well as follow-on contracts. Almost all of the contracts were firm-fixed-price contracts. Business was certainly good, at least up until now. Marvin established a policy whereby 5 percent of sales would be used for responding to RFPs.

Reference no: EM133348363

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