| # | Tender | Stage | Outcome | Submitted | Notes |
|---|---|---|---|---|---|
| 1 | Facility Maintenance | Finalist | Lost | 2025-09-14 | Pricing strong; weak differentiation narrative. |
| 2 | IT Helpdesk Services | Compliant | Won | 2025-10-08 | Clear SLAs; strong past performance references. |
| 3 | Office Supplies Framework | Screening | Disqualified | 2025-10-29 | Missing mandatory certificate attachment. |
| 4 | Security Guarding | Finalist | Lost | 2025-11-17 | Good compliance; buyer preferred incumbent. |
| 5 | Training Program Delivery | Compliant | Won | 2025-12-03 | Best-fit scope; strong instructor profile. |
| 6 | Cloud Migration Support | Finalist | Lost | 2026-01-11 | Technical fit high; risk plan needed detail. |
- Success Rate (%) = (Won Tenders ÷ Total Tenders) × 100
- Shortlist Rate (%) = (Shortlisted ÷ Total Tenders) × 100
- Disqualification Rate (%) = (Disqualified ÷ Total Tenders) × 100
- Bid Health Score (0–100) = Σ(Rating × Weight) − (Disqualification Rate × 0.25)
- Choose a consistent time window (usually 6–12 months).
- Enter totals, wins, shortlist counts, and disqualifications.
- Rate the nine drivers from 0 to 100 using evidence.
- Click Calculate to see rates and your Bid Health Score.
- Export CSV for tracking, or PDF for sharing with leadership.
- Repeat monthly and compare movement in scores and bands.
Pipeline volumes and review cadence
High-performing teams track at least 10 to 25 tenders per quarter and review outcomes every 30 days quarterly. A monthly review reduces memory bias and highlights whether improvements come from better selection or better execution. Segment results by sector, contract size, and procurement route to avoid mixing easy renewals with high-competition open bids. Use exports to keep a rolling 12‑month view.
Win, shortlist, and disqualification benchmarks
In many B2B categories, shortlist rates of 35% to 55% suggest strong fit and compliant submissions. Win rates commonly sit between 10% and 25% for competitive open tenders, while negotiated frameworks can run higher. If disqualification exceeds 3%, prioritize checklist control, document versioning, and mandatory evidence before investing time in pricing work. A 1% drop in disqualifications can lift overall success quickly.
Bid health score as a leading indicator
The weighted score converts qualitative bid behaviors into a comparable number. Scores above 80 usually reflect repeatable compliance, stable delivery references, and disciplined pursuit choices. Scores between 65 and 79 often indicate competitive capability with inconsistent pricing or differentiation. Scores below 50 typically signal weak go/no-go gates, rushed submissions, or limited buyer insight. Track the score even when win rate is flat, because it moves earlier than outcomes.
Pricing and differentiation data points
Small pricing moves can shift rank more than large proposal rewrites. Track three numbers per tender: target margin, competitor range estimate, and the count of quantified benefits. Teams that articulate three to five measurable benefits per proposal tend to defend price better during clarifications and negotiations. Compare pricing-fit scores against shortlist outcomes to learn whether value messaging or cost structure is the main constraint. Use one page of proof points to reduce evaluator effort.
Action planning for career growth
Use the calculator as a capability map for your tender role. Pick two drivers under 70 and set measurable tasks: raise compliance strength by creating a reusable evidence library, or increase relationship strength by scheduling structured discovery and logging stakeholder questions. Set a target improvement of 5 points per month on one driver. After two cycles, compare exports to show performance impact in appraisals, interviews, and promotion panels.
1) What time period should I use for my inputs?
Use a consistent window, typically the last 6 to 12 months. If volumes are low, extend to 18 months so your rates are stable and comparable.
2) How do I score the 0–100 drivers objectively?
Attach evidence to each score. For example, compliance strength can be based on checklist pass rate, while submission timeliness can be based on hours of buffer before deadlines.
3) Why does disqualification reduce the Bid Health Score?
Disqualification signals avoidable process failure and wastes effort. The penalty keeps focus on mandatory requirements, approvals, and quality gates before creative proposal work.
4) My success rate is low but the score is improving—what does that mean?
Outcomes lag behaviors. If the score rises while win rate stays flat, you are likely improving fit, quality, or discipline, and the win rate should follow as the pipeline refreshes.
5) What is a practical target to set for next month?
Pick one driver under 70 and aim for a 5-point improvement. Pair it with one process change, like a compliance checklist, pricing review step, or proof-point library update.
6) How should I use the CSV and PDF exports?
Use CSV to trend results over time and compare teams or sectors. Use PDF for brief stakeholder updates that show the headline rates, band, and the next focus action.