Project Management 101
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Weston & Sampson · AEC LEAD
Weston & Sampson Project Management 101 · Module 1 · Week 2

Go/No-Go Worksheet, printed copy

Weston & Sampson · Module 1, Week 2 · Bring this to the live session.

Name
Pursuit
Date
Weston & Sampson
Project Management · Module 1 · Week 2 Worksheet

Module 1 · Week 2 · Interactive companion

The Go/No-Go Worksheet

This worksheet contains Weston & Sampson's 2025 Go/No-Go criteria, presented as a series of yes or no judgments. Two hard gates apply, the form scores the remaining questions against a 70 point reference, and the structured read supports your decision.

Step 1 · Work the questions

Evaluate the opportunity, question by question

Answer each question accurately for the lead you are evaluating. Section A contains two hard gates. A No answer on either gate is a reason to stop, regardless of the score. The remaining questions carry points, matching the current 2025 Go/No-Go Form, and the score meter below totals them against Weston & Sampson's 70 point reference. As you answer, the panel below the meter also sorts your answers into factors that support pursuing and factors that raise concern.

Step 2 · Evaluate the value

While the questions above address the pursuit decision, this evaluation addresses the price.

The Go/No-Go form above asks a single question, whether the firm should pursue the work. It does not state what that work is worth. Worth is a separate variable to evaluate. It shapes price and requires answering additional questions across several additional dimensions. The stronger that evaluation, the larger the fee premium the work can carry. (This evaluation serves as a teaching aid, separate from the Go/No-Go form itself. Its multiplier targets remain illustrative until Weston & Sampson confirms its own values.)

V

Three dimensions of value

Uniqueness of fit
Is the firm one of a few, or one of many?
Client experience
Does the firm know the client well enough to make the engagement efficient for the client?
Business return
Does the firm understand what creates value for the client?

A commodity service competes on cost. A uniquely valuable service supports a fee premium. Higher value evaluations support a higher fee multiplier.

P

Where the price is decided

Qualifications-based
The firm wins on qualifications and negotiates the fee after selection.
RFP (scope & fee)
The firm proposes a fee up front. Pricing is part of the selection itself.
Direct hire / appeal
The client requests services. Discovery precedes the price.

The value is constant. A qualifications-based pursuit presents it, an RFP pursuit prices it, and a direct appeal first discovers it.

Step 3 · Complete the pursuit information

The form requires eight fields once the scored questions are complete Illustrative

A Go decision is not complete until these fields are recorded in Vantagepoint, the firm's business development database. Estimated NET Revenue and win probability become the weighted opportunity value the firm forecasts against. Set the values below and observe the result. (Figures are illustrative for practice. Use Weston & Sampson actual values in the real record.)

The firm average in 2024 was approximately 35 technical lead hours per proposal. Marketing cannot guarantee support with less than a two week lead time.

Estimated NET Revenue
Win probability
Weighted opportunity value (Estimated NET Revenue times win probability)
Estimated pursuit cost (an illustrative loaded rate of $140 per hour, technical hours only)

The remaining four fields

Technical Champion identifiedThe person who leads the technical approach and commits the time required.
Regional Manager or Client Manager supportConfirmation that the manager has been consulted and supports the pursuit.
Technical lead capacity confirmedThe technical lead confirms the hours are available before the deadline.
Requested proposal formatWord or InDesign, as requested.

Step 4 · Knowledge check

Four questions on the decision

Answered 0 of 4.

Bring this to the live session
Save Stages 1 through 3, the Go/No-Go questions, the value evaluation, and the pursuit information, as a PDF, or print them, before the Week 2 session. Stage 4, the knowledge check, is not included in the printed copy.