Complete Story
05/28/2025
Are You Winning the Work? Insights from Estimate Win/Loss Tracking
Source: Dr. Ralph I. Williams Jr., Jones College of Business, Middle Tennessee State University
How Tracking Estimate Wins Can Improve Profitability and Strategic Focus
The February 2025 “Printing Industry Performance & Insights” report offers a revealing snapshot of how printing companies are managing estimating, with a spotlight on one key metric: estimate win/loss percentage. While 58% of companies reported that they do not track estimate win rates, those that do may have a strategic advantage.
Among the 97 companies surveyed, 42% track their estimate win rate, reporting an average success rate of 59.6%. Notably, companies that monitor this metric tend to experience higher EBITDA margins, indicating a direct relationship between quote tracking and profitability.
But why does this matter? Tracking estimate wins helps companies:
- Identify successful pricing and customer engagement strategies.
- Understand which clients and products align with long-term goals.
- Improve forecasting, budgeting, and sales training.
- Pinpoint recurring issues with lost estimates and adjust accordingly.
Surprisingly, the analysis also uncovered that frequent review of estimating processes is linked to stronger revenue growth. Firms reviewing estimates multiple times a year averaged 6.8% growth, compared to just 0.7% for those updating less than annually.
These findings reflect a deeper truth: the most successful printing firms are using data strategically, not just to price jobs, but to plan growth, shape offerings, and strengthen their value proposition.
If your company isn’t yet tracking estimate performance, now is the time to start. For a more detailed analysis—including graphs, strategy insights, and commentary from peer firms—contact the Graphic Media Alliance office to request the full report.
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Read MoreAre You Winning the Work? Insights from Estimate Win/Loss Tracking
What’s your firm’s win rate on quotes—and what does that say about your bottom line? New data reveals how estimate tracking correlates with profitability, growth, and strategic alignment. Gain clarity on where your company stands in a competitive landscape. Contact Graphic Media Alliance today to request your copy of the full “Printing Industry Performance & Insights” report and start benchmarking your success.
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