Calculating RFP and proposal win rates helps you understand where you’re doing well and where you need to improve.
Should Proposal Writers Be Held Accountable for Their Proposal Win Rate? I say no, not unless they control the entire selling process.
Should Proposal Writers Be Held Accountable for Their Personal Proposal Win Rate? Read More »
How do you calculate your proposal win rate? Begin by recognizing there’s more than one. This blog post argues there are at least eight proposal win ratios most sellers should be calculating.
Calculating Proposal Win Rates Read More »
Sellers ask about average win rates because they’re trying to gauge their performance. They’re looking for some external standard against which they can evaluate how well they’re doing. But is this the best approach?
Average Proposal Win Rate When Responding to RFPs Read More »
If you respond to every RFP you receive, you’re wasting resources.
Calculating the RFP Response Ratio Read More »
Calculating the right kind of success ratios as part of your RFP selling effort can offer great insight into where you’re doing well and where you might be falling short.
Calculating the Short List and Presentation Win Ratios Read More »