Performance Summary
Tenders Submitted
12 +20%
Target: 10
Win Rate
33% -17%
Target: 40%
Contract Value Won
$1.8M -28%
Target: $2.5M
Pipeline Health
22 +10%
Target: 20
Core Metrics
| Metric | Measurement | Weekly Target | Actual | Owner | Status |
|---|---|---|---|---|---|
|
New Tenders Identified
New opportunities added to CRM
|
Count | 15 | 18 | BD Manager | Green |
|
Tenders Submitted
Proposals submitted before deadline
|
Count | 10 | 12 | Proposal Lead | Green |
|
Tenders Won
Successfully awarded projects
|
Count | 4 | 4 | Tender Head | Green |
|
Win Rate
(Tenders Won ÷ Submitted) × 100
|
Percentage | 40% | 33% | Tender Head | Yellow |
|
Total Contract Value Won
Revenue from won tenders
|
USD | $2.5M | $1.8M | Finance | Yellow |
|
Avg. Tender Prep Time
Days per tender preparation
|
Days | ≤ 14 | 16 | PMO | Yellow |
|
Bid Cost Ratio
(Bid Costs ÷ Contract Value) × 100
|
Percentage | ≤ 5% | 5.2% | Finance | Yellow |
|
Pipeline Health (Stage 3+)
Opportunities in Development or later
|
Count | 20 | 22 | BD Manager | Green |
Action Plan
! Win Rate Improvement (Current: 33% | Target: 40%)
- Analyze lost bids for common patterns (pricing vs. competitors)
- Review proposal evaluation criteria with sales team
- Implement new pricing strategy for high-value opportunities
! Contract Value Enhancement (Current: $1.8M | Target: $2.5M)
- Prioritize high-value tenders in pipeline
- Allocate senior resources to strategic bids
- Explore partnership opportunities for larger projects
EOS Implementation Guidelines
Weekly Cadence
Update every Friday at 4 PM. Review in the L10 Meeting (Leadership Team).
Accountability
Each metric has a clear owner responsible for reporting and improvement.
Targets
Set quarterly targets aligned with company Rocks (e.g., "$10M Q2 Tender Value").
Visual Management
Display on a shared dashboard (e.g., Google Sheets, Power BI).
Metric Categories & Purpose
Leading Indicators
"New Tenders Identified" and "Pipeline Health" gauge future workload.
Efficiency Metrics
"Avg. Tender Prep Time" and "Bid Cost Ratio" track resource optimization.
Results Measurement
"Tenders Won" and "Contract Value Won" measure revenue impact.
Quality Control
"Win Rate" ensures strategic targeting and proposal effectiveness.
Next Steps
Customize Metrics
Adjust targets/rules based on company size and industry requirements.
Automate Reporting
Integrate with CRM (e.g., Salesforce) for real-time data updates.
Company Alignment
Connect to company-wide EOS Scorecard and Rocks.