This is an example pursuit, filled in so you can see how the gate works. Clear it or change anything before you save.
01 Pursuit snapshot Use this at both gates: when the opportunity appears (do we pursue and position?), and again when the RFP drops (do we commit to producing?).
02 Determinations These aren't rated. They're decisions that frame how you'll pursue the work. Answer them explicitly.
04 Tier 2 · The scorecard Rate each factor High, Medium or Low, where High is in your favor. Weight winnability most; it predicts whether you'll actually win. This is a structured conversation, not a math problem.
Show what High and Low look like
05 The decision If it's Go with conditions, name each condition, its owner, and the date it must be met. Conditions force the blockers into the open.
How to make the call
Start with the screen. If a disqualifier is checked, the default is No-Go. Going anyway takes a written reason someone would sign their name to.Let winnability lead. Relationship, differentiation, experience, contract knowledge and competition predict whether you win. Strong capability and a good fee don't rescue a pursuit you can't win.Think about the gate you're at. At Gate 1 a weak relationship or thin contract knowledge can still be built before the RFP, so it can be a condition. At Gate 2 you have what you have.Be honest about the Mediums. A Medium with no plan behind it usually turns out to be a Low. If you can name what would make it a High, that's a condition.Use conditions to say what has to be true. Each one gets an owner and a date. If they aren't met by that date, it becomes a No-Go.Saying No-Go is a decision too. Passing on a pursuit you're unlikely to win frees the team for the ones you can.
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