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How to use
- Enter Won proposals.
- Enter Proposals sent.
- Calculate, then review the period, scope and assumptions before using the result for pricing or planning.
How it is calculated
Win rate = won proposals ÷ proposals sent × 100
Example
Winning 8 out of 20 proposals gives a 40% win rate and leaves 12 proposals not won or still open.
Important notes
Define how open proposals are treated before comparing periods; counting them as losses too early can make the rate look worse without a real performance change.
Worked examples and interpreting results
| Case | Calculation | Result |
|---|---|---|
| Win rate | 8 ÷ 20 × 100 | 40 % |
| Not won/open | 20 − 8 | 12 |
Frequently asked questions
Should withdrawn or cancelled proposals count?
Use a consistent policy; excluding proposals that never reached a real decision may be more accurate, but apply the rule consistently.
Is the result a mandatory client price?
No. It is a planning result from your inputs; final pricing depends on scope, market, contract, taxes and risk.
Should I use monthly or annual figures?
Keep all inputs on the same period so annual income is not mixed with monthly hours or expenses.