Not all of your bids and tenders will
end up as a sale, if they do then perhaps you are not charging enough!
It is important to understand how many succeed, why they succeed
and the cost to the business. This can only be understood with some
standardisation in the bid and tender process.
Once you win then do you make money?
The profit you thought you were going to make could be different
to the profit you actually make. Understanding the actual costs
versus the planned costs is the only way to really know.
