‍What Is the SCOTSMAN Method?

The SCOTSMAN Bid/No-Bid method was developed by the Scottish government with the aim of providing a structured and uniform approach to evaluating project proposals.

Why the SCOTSMAN method?

It is an effective way to make informed decisions, which is why many companies and organisations worldwide have adopted this method. 

By identifying obstacles early on, you can gain a realistic view of whether you should participate in the tender. Which challenges should you address in advance, and when should you decide not to bid due to obstacles too big to overcome?

When to use the SCOTSMAN method vs other methods?

The SCOTSMAN Bid/No-Bid method is more comprehensive and thorough than other Bid/No-Bid checklists. Other methods often focus solely on strengths and opportunities, whereas SCOTSMAN critically assesses pitfalls and obstacles. It is frequently used for complex bids where uncertainties and unknown factors are common.

The outcome of the SCOTSMAN Bid/No-Bid goes beyond a simple "Yes" or "No." The results include: Yes, I will bid; No, I will not bid; Yes, I will bid, but only if...

How to use this Bid/No-Bid?

You evaluate the tender based on eight bid qualification criteria:

Solution:

Does the customer approve of our solution, and what is our relationship with the customer?

Competition:

Does the competition have an advantage over us? Are we on the shortlist of potential suppliers?

Originality:

Has the tendering party included our unique advantages in the evaluation criteria?

Time Scales:

Are the plans realistic, and is the decision or execution timing appropriate?

Format:

Do we have the resources to successfully execute the project, and does it contribute to the desired outcome?

Financial:

Is the budget realistic and sufficient to execute the project effectively?

If any of these criteria are obstacles too big for your organisation, consider not bidding. This critical approach allows you to make a realistic assessment of your chances of success in the tender.

De 5 advantages of the Bid/No-Bid SCOTSMAN

1. Risk Management: Identifying obstacles in advance helps you determine the risk-mitigation measures needed. This increases your chances of success while safeguarding the reputation of the bidding party.
2. Increased Efficiency: By focusing on winnable deals, procurement teams can optimise their time and resources, securing more deals with less effort.
3. Better Profitability Forecast: Accurately predict which tenders are likely to be profitable and which ones to avoid.
4. Reduction in Costs and Resources: Save costs by abstaining from bidding on tenders that will not further your organisation.
5. Improved Alignment of Capacity and Opportunities: Estimate whether you have the capacity for upcoming successful tenders by qualifying the sales pipeline.

Make use of this method easily. Download our Bid/No-Bid SCOTSMAN Template at the top of this page.