Win rate

The share of bids a firm submits that it wins. A healthy win rate on public IT tenders is often one in three to one in five; much lower usually means bidding on poor-fit work.

Related terms

Bid/no-bid decision

The deliberate choice to pursue a tender or let it go, based on fit, chances of winning and cost of bidding. Bidding less often but on better-fit work wins more.

Debrief

Feedback a buyer gives a bidder after the award on how its bid scored and why. Asking for a debrief after every loss is the fastest way to improve.