Performance Dashboard
Track historical bid metrics, analyze trends, and calibrate future go/no-go decisions with data-driven insights
The Performance Dashboard provides a comprehensive view of your organization's bid history, helping you identify patterns, measure decision quality, and continuously improve your go/no-go process.
Overview
The Performance Dashboard aggregates data from all recorded bid outcomes to provide actionable intelligence. By understanding your historical win rates, score calibration, and decision patterns, you can make more informed decisions on future opportunities.
Accessing the Dashboard
Key Metrics
The dashboard displays several key performance indicators at the top:
| Metric | Description | Target |
|---|---|---|
| Win Rate | Percentage of bids submitted that resulted in wins | Industry avg: 25-40% |
| Bid Rate | Percentage of opportunities evaluated that you bid on | Varies by strategy |
| Decision Accuracy | How often your go/no-go score predicted the correct outcome | > 70% |
| Average Score | Mean go/no-go score across all evaluated opportunities | Baseline reference |
| Avg Deal Size | Average contract value of won bids | Growth indicator |
| Time to Decision | Average days from opportunity identification to go/no-go decision | < 5 business days |
Tip
Focus on Decision Accuracy as your primary calibration metric. If your scores consistently predict incorrect outcomes, it's time to adjust your scoring weights.
Win Rate Analysis
Overall Win Rate Trend
The win rate trend chart shows your monthly or quarterly win rate over time. Look for:
- Upward trends: Your decision-making is improving
- Downward trends: May indicate market changes or scoring drift
- Seasonal patterns: Some sectors have cyclical procurement activity
Win Rate by Score Range
This chart shows win rates grouped by go/no-go score ranges:
| Score Range | Expected Win Rate | Action |
|---|---|---|
| 80-100 (Strong Go) | > 50% | Should be bidding on these |
| 60-79 (Qualified Go) | 25-50% | Selective bidding appropriate |
| 40-59 (Qualified No-Go) | 10-25% | Bid only with strategic justification |
| 0-39 (Strong No-Go) | < 10% | Should not be bidding |
Warning
If your "Strong Go" opportunities have a win rate below 40%, your scoring criteria may be too optimistic. Consider tightening capability matching thresholds.
Win Rate by Category
Break down win rates by:
- Department/Agency: Which buyers do you win with most?
- Contract Value: Are you more competitive at certain price points?
- Service Type: Which capability areas drive the most wins?
- Competition Level: How does the number of competitors affect outcomes?
Score Calibration
Calibration Chart
The calibration chart compares your predicted win probability (from scores) against actual outcomes. A well-calibrated system shows:
- Opportunities scored at 70% should win approximately 70% of the time
- The calibration line should follow the diagonal
Common Calibration Issues
Over-confident scoring (predicted > actual):
- Scores are too high relative to actual outcomes
- Solution: Increase weight on competitive factors, tighten capability thresholds
Under-confident scoring (predicted < actual):
- Winning opportunities you scored low
- Solution: Review capability matching — may be undervaluing your strengths
Flat calibration (no discrimination):
- All opportunities score similarly regardless of outcome
- Solution: Add more discriminating factors, increase scoring range
Decision Pattern Analysis
Go/No-Go Distribution
This chart shows the distribution of your decisions:
- How many opportunities received each outcome type
- The ratio of bids to no-bids
- Trends in decision patterns over time
Note
A healthy pipeline typically shows 30-50% of evaluated opportunities receiving a "Go" decision. If you're bidding on everything, you may be spreading resources too thin. If you're bidding on less than 20%, you may be too conservative.
Decision Override Analysis
Track instances where the team overrode the scoring recommendation:
- Score said Go, team said No-Go: Were these correct? If so, what factors did the score miss?
- Score said No-Go, team said Go: Did these result in wins? What justified the override?
Override analysis helps identify factors that should be added to or weighted differently in your scoring model.
Time-to-Decision Trends
Monitor how quickly your team makes go/no-go decisions:
- Faster decisions on clear-cut opportunities (Strong Go / Strong No-Go)
- More deliberation on borderline cases (Qualified Go / Qualified No-Go)
- Delays that may cause missed deadlines
Competitive Intelligence Insights
Win/Loss by Competitor
See which competitors you tend to win or lose against:
| Competitor | Head-to-Head Record | Your Win Rate | Notes |
|---|---|---|---|
| Acme Corp | 5W - 3L | 62% | Strong on technical, weak on price |
| Global Services | 2W - 6L | 25% | Incumbent advantage |
| TechPro | 4W - 2L | 67% | Your differentiator wins |
Market Position Trends
Track your competitive position over time:
- Market share by contract value
- New market entries and exits
- Pricing competitiveness trends
Reporting and Export
Standard Reports
The Performance Dashboard offers several pre-built reports:
- Quarterly Bid Review: Complete bid performance summary with trends
- Win/Loss Analysis: Detailed breakdown of outcomes with root causes
- Calibration Report: Scoring accuracy and recommended adjustments
- Pipeline Health: Current pipeline status and forecasted win potential
- Competitive Landscape: Market position and competitor analysis
Custom Reports
Scheduled Reports
Set up automatic report delivery:
- Weekly Pipeline Update: Sent every Monday with current pipeline status
- Monthly Performance Summary: End-of-month win rate and metrics
- Quarterly Review Package: Comprehensive performance analysis
Best Practices
Tip
Review the Performance Dashboard at least monthly. Regular review ensures you catch calibration drift early and continuously improve your decision-making process.
- Establish baselines first: Track at least 20 opportunities before drawing conclusions
- Look for patterns, not individual outcomes: Single wins or losses are noisy signals
- Share insights with the team: Use the dashboard in bid review meetings
- Act on calibration data: Adjust scoring weights when the data supports it
- Track the impact of changes: Document when you adjust scores and monitor results
Common Workflows
Monthly Bid Review Meeting
- Open the Performance Dashboard with Last 30 Days selected
- Review the win rate trend — is it improving?
- Check the calibration chart — are scores predicting well?
- Examine recent wins and losses — any lessons learned?
- Identify action items for scoring adjustments
Annual Strategy Calibration
- Set date range to the full year
- Export the Calibration Report and Win/Loss Analysis
- Compare factor weights against actual outcome drivers
- Propose weight adjustments for the coming year
- Present to leadership with data-backed recommendations
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