Why You Should Care About PWin

PWin is a valuable element in the bid/no bid decision making process. As such, it is essential to have it as part of your BD pipeline view. Many companies determine potential revenue of their opportunities by using PWin to create a weighted value. Since you know that you’re not going to win every opportunity that you bid, this provides you with realistic revenue expectations for your pipeline. In addition, this weighted value, compared with your estimated capture and proposal costs, will quickly let you know whether or not you can expect a good return on investment (ROI) from bidding an opportunity. There is a shift taking place in the traditional ways of calculating PWin. The need to approach PWin methodically is proving to be more substantial than just a gut feeling.