The win rate went from 31% to 52%. You bid on half as much work.

A rising win rate is one of the easiest numbers to move and one of the hardest to read, because the figure that explains it is usually the one nobody records.

By Steve 5 min read
Abstract bridge artwork for The win rate went from 31% to 52%. You bid on half as much work.

A sales director reports that win rate has climbed from roughly a third to just over half in eighteen months. Everyone in the room treats this as unambiguous progress. It might be. It might also be the first visible symptom of a pipeline that has quietly stopped growing. The ratio alone cannot tell you which, and the number that would settle it, how many opportunities were seen and deliberately not pursued, and why, is rarely written down anywhere. This matters more than it looks. Win rate is one of the…

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