Glossary term
Probability of Win (PWin)
An estimate of the likelihood of winning a specific opportunity, used to prioritize pursuit investment.
PWin is a structured judgment combining customer relationship, solution fit, competitive position, price competitiveness, and past performance relevance. Its value is comparative rather than absolute — it lets a team rank pursuits and allocate limited bid-and-proposal budget. A PWin that never falls below 50% is not being applied honestly.
Categories
- capture