Win rate
Win rate is the percentage of pursued opportunities a team wins, measured by count or by contract value. It is the response function's headline metric — but only interpretable alongside pursuit selectivity, since bidding everything reliably buys a low one.
Win rate rewards honest instrumentation: value-weighted and count-weighted rates diverge (winning small and losing big flatters the count), qualified pipelines beat raw ones, and the number is meaningless without its denominator policy. Improvement levers rank consistently — better go/no-go discipline first (stop diluting effort into weak fits), capture investment second (position before the RFP), response quality third (compliance, criteria-mirroring structure, evidence density), and speed as the enabler that buys review cycles. Teams that track loss reasons from debriefs find patterns worth more than any writing tip: recurring weaknesses in past performance framing, pricing posture, or a criterion consistently underweighted.
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