Abstract
The two stages o f bidding strategy are pre-bid analysis and bid determination; little has been written about the first stage. The author develops a procedure, leading to a screening method, whereby a company can decide whether or not to develop a competitive bid. First, the bidder defines his objectives and, where possible, the objectives of probable competitors. He then considers the criteria of capacity, competition,. follow-up, quantity, desired delivery, and profit. These factors can then be analyzed. A weight is assigned to each factor, and the relative merit of each is assigned a rating. The product of the weight and the rating can be used to compare the value of various bids. The author illustrates his method with two cases.
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