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Bid Win Rate Review One-Pager

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What’s on It

  • Donut chart of the mixWhat Happened to 118 Bids
  • Scatter chartHours Written Against Score Awarded
  • SWOTWhere the Bid Desk Wins and Where It Does Not
  • Numbered stepsFour Changes for the Coming Year

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Bid & Proposal Review
Marrow Kent Advisory · 118 bids submitted · $46.2M of work bid · FY26
What Happened to 118 Bids
Won34%
Lost on price27%
Lost on team21%
No decision18%
Hours Written Against Score Awarded
4006515090300Hours spent on the bidEvaluation score (%)
Where the Bid Desk Wins and Where It Does Not
Strengths
Win rate on bids under $250k is 44%
Four named leads score highest on every panel they sit on
Weaknesses
Win rate falls to 19% above $750k
Two people cover all 118 submissions
Opportunities
Three framework renewals in November, worth $6.4M
Standing team pages would cut writing time by a third
Threats
Two competitors now bid below cost on public work
Twenty-one bids a year end in no decision at all
Four Changes for the Coming Year
01
Qualify before writing
No bid over 60 hours without a named client conversation first. Nineteen of the 78 losses had none.
02
Price the large bids separately
Above $750k the win rate is 19%. Those bids need a partner on the price, not the desk.
03
Bank the team pages
Twenty-five bids were lost on team and experience. The same four CVs win, and they are rewritten every time.
04
Close the no-decisions
Twenty-one went nowhere. Ask for the decision date in writing before anyone starts drafting.
Covers 118 bids submitted between 1 July and 30 June: $46.2M of work bid, $14.1M won. Compiled by the bid desk from the opportunity log.

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