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PM Field Guide · Pursuit FAQ

Project Pursuit: Go / No-Go Decision FAQ

Use this FAQ to assess, align, and act on pursuit decisions. It is written for Practice Leaders, Office Leaders, Studio Teams, and BD Leaders.

Source: Pursuits (Milo) Last updated Apr 15, 2026 · Elizabeth Wagner For: Practice Leaders · Office Leaders · Studio Teams · BD Leaders
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1

Question 1

How do I qualify a project using the Go / No-Go scoring chart?

Use the Go / No-Go Factoring Matrix to assess the opportunity against three categories:

Factor 1

Relationship strength

Are we known by the owner?

Factor 2

Preparedness

Did we anticipate this project?

Factor 3

Qualifications & timing

Are we technically competitive, and do we have time to prepare?

The chart below is filled in as a worked example. It is the same chart used elsewhere in this module.

Go / No Go Decision Scoring Chart
Grace
Worked example: how the chart scores a pursuit (illustrative)
Relevant Factors Factoring Scoring Scale Score
NEGATIVE
(0 to 1 POINTS)		 NEUTRAL
(2 POINTS)		 POSITIVE
(3 POINTS)
Factor 1
Relationship strength		 Are we known by the Owner / Decision-Maker? Unknown to this Owner / Decision-Maker (0) Known, but not fully cultivated Well-developed working relationship 2
Factor 2
Preparedness		 Is this the first we have heard of it? Was it on our “Top 10” List? Did not know until the RFQ/RFP came out, unprepared (0) Known or on Top 10 List, but no pre-sale meeting On Top 10 List, capture plan completed 3
Factor 3
Qualifications & timing		 Do we meet the RFQ qualifications for portfolio and team? Capable (1) Can meet or exceed every requirement Technically superior, our core strength 3
Does marketing have adequate time for a tailored submission? One week or less to due date (0) Two weeks or less to due date Over 2 weeks to due date 3
Total score 11
GO 11 of 12, a strong opportunity. The Principal in Charge and Business Development greenlight the pursuit.
Tally the total score:
10 to 12 = GoStrong opportunity with solid relationships, prep, and qualifications.
7 to 10 = MaybeNeeds Studio / Practice Leader review before proceeding.
Below 7 = No-GoLow strategic value or poor positioning. Focus elsewhere.
Tip
Score honestly. This tool drives clarity rather than forcing consensus. Weigh known gaps such as lack of local expertise, missing capture plans, or tight turnarounds. Gaps reduce our competitiveness even when the score looks borderline.
2

Question 2

If I need to make a quick Go / No-Go decision, is there a hotline process?

Yes. If urgency is high:

  1. First, go to the Practice Leader of the relevant market.
  2. Second, the Pursuit Manager can facilitate a quick conversation.
i
Also usefulUse the Studio Channel (on Teams) to flag potential pursuits and collect pros and cons from others across the firm.
3

Question 3

Can I coordinate with a local Pursuit Manager even if it is not for "their" studio?

Yes. Coordinate as follows:

  • Start with the local Pursuit Manager, who can make the right connections.
  • It is more efficient to go straight to Studio Leadership of the relevant practice.
  • For locally driven markets like Civic or K12, coordination will often happen at the local level.
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Question 4

Should workload of the Pursuit Manager determine whether we pursue a project?

No. Timing matters.

  • We (almost) always pursue if a project is winnable or part of our strategic plan, regardless of Pursuit Manager bandwidth.
  • Cross-studio support is available. Pursuit Managers coordinate overflow through a shared pool of coordinators.
  • Market/Practice Leadership, along with Kristine and Rebecca, determine pursuit priority.
!
Weigh thisWeigh the impact of “wild card” pursuits. Last-minute opportunities can derail strategic efforts already underway.
5

Question 5

What if I am in a smaller office that does a variety of work but does not participate in all BD studio calls?

  • If the office is targeting work in certain market sectors, join the BD meetings for those studios.
  • Tap into the larger firm resources. Our collective model makes that possible. Use the internal portfolio and resources before teaming externally.
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Question 6

Who has the final say in the Go / No-Go decision?

Typically, the Practice Leader makes the final call, in collaboration with:

Who will be doing the work

Often the Office Leader.

Chief Practice Officer

Vispi Karanjia.

Marketing Leadership sometimes provides input.

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Question 7

What are the key rules to remember?

1Follow the process

Follow the Go / No-Go process on every pursuit.

2Keep it current

Keep Monday.com updated and discuss all prospects during BD meetings.

3Talk first

If pursuing work outside the named studio, talk to that Practice Leader first.

4Align the team

Confirm the people expected to do the work are aligned and involved.

5Communicate

Pursuing work outside the named studio is allowed. Communication is key.

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Who To Contact

Pursuits Team

Rebecca MosesPartner, Business Development
Tara HuffmanAssociate Principal, National Pursuit Manager
Grace NordmannAssociate Principal, National Pursuit Manager
Marsha ToddAssociate, National Pursuit Manager
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Source: the “Pursuits” page on Milo, last updated by Elizabeth Wagner, April 15, 2026. This FAQ is a PM-facing summary maintained by the Pursuits Team (Rebecca Moses, Tara Huffman, Grace Nordmann, Marsha Todd). Check Milo directly for the authoritative source.