Case C · Expand I (parent: Bid/no-bid overview). Run structured qualification and independence before heavy proposal investment.

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1. Qualification dimensions (worked)

Dimension	Case signal
Need	Real cost pressure; poorly framed as “agentic enterprise”
Urgency	Aggressive calendar
Sponsorship	IT-led; weak ops ownership
Funding	Claimed; not evidenced as AI programme budget
Decision process	Procurement-heavy; vendor eval parallel
Competitive position	Spec language favours incumbent platform
Delivery feasibility	Data residency, change capacity, eval maturity unknown
Commercial attractiveness	Guarantees and liability misaligned
Risk acceptability	Independence may constrain some in-region services

2. Classifications

Qualified · Conditionally qualified · Continue discovery · Nurture · Partner-led · No bid.

Here: Conditionally qualified only if client accepts a paid discovery / reframe gate. Otherwise No bid.

3. Independence and acceptance (run early)

Check existing relationships, audit independence, conflicts, sanctions, integrity, reputation, service nature, capacity, subcontractors, data/confidentiality, regulation.

Outcomes: cleared · cleared with safeguards · further consultation · modify scope · decline.

Do this before partner time, prototype spend and full proposal drafting.

4. Pursuit plan minimums (if Conditional)

Lead partner · pursuit director · industry lead · solution lead / SE · commercial · delivery · risk/legal/independence · proposal support.

Artefacts: pursuit plan, RACI, stakeholder map, competitor view, win themes, question/assumption/risk logs, proposal outline, review calendar.

Governance: stand-ups; partner/solution/commercial/risk reviews; pitch rehearsal only after Conditional criteria met.

5. SE contribution at qualify

• Challenge “agentic” appropriateness and autonomy claims.
• List data, eval and change dependencies as deal risks.
• Estimate complexity honestly; protect the firm from logo-driven overreach.