007: 5 Questions to Make Better Go/No Go Decisions with Frank Lippert, FSMPS, CPSM

Making the right decision about what projects to pursue and when to walk away are difficult for even the most experienced A/E/C firms. Because of this, I looked for an expert when it comes to making go/no decisions. I sat down with Frank Lippert, FSMPS, CPSM of GO Strategies to talk about all things go/no go decisions. In fact, our conversation was so packed with great information, I split it into two episodes. 

In this first part of our conversation, we go through the go/no go decision-making process including:

• The different times in the pursuit lifecycle when you would or could make a go/no go decision.
• Considerations for proposal costs and the reasons for tracking the costs to pursue and win new work for your firm
• Different types of go/no go decisions
• The importance of understanding the client’s perspective and how to use that to make better go/no go decisions
• And, finally, the five questions to ask your team to make better go/no go decisions

Frank was also gracious enough to provide us with the go/no go sample templates as well as his famous coffee mug with the key five go/no go questions. Both can be found on the GO Strategies website. 

Stay tuned for the second part of our conversation. In the next episode, we will be talking about how to transform your go/no go form into a hidden pursuit plan. And, how to use your hidden pursuit plan to position your firm to win. 

Today's episode is sponsored by:

• MARKET-er's Place - Marketers Place is THE Place to get bite-sized training, templates, and resources specific to A/E/C firms. Find it here: https://www.marketerstakeflight.com/place. 

 Resources and links mentioned in this episode:

•  About Frank Lippert, FSMPS, CPSM and GO Strategies
• Go/No Go Form Templates
• GO Strategies Coffee Mug
• Develop a Go/No Go Process Self-Starter Kit
• How to Develop a Go/No Go Evaluation Process
• How a No-Go Decision Can Actually Increase Your Sales

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