78% Win Rate: Data-Driven Pursuit Strategy in Action

briq Customer Success · Growth Accounts · Jan 2026

How a regional contractor doubled their win rate by using AI-powered bid analysis and pursuit scoring.

A regional general contractor with $180M in annual revenue was winning roughly 1 in 3 bids — a 33% win rate that's typical for the industry. But the cost of pursuing losing bids was eating into margins.

The problem wasn't the quality of their work. It was the quality of their pursuit decisions. They were bidding on everything that came across the desk, spreading their estimating team thin across projects they were unlikely to win.

After deploying Otto's pursuit scoring, every incoming opportunity is analyzed against historical win data, competitor patterns, geographic fit, team capacity, and backlog composition. Otto generates a pursuit score from 0–100 and a recommended bid/no-bid decision.

The estimating team didn't blindly follow Otto's recommendations — they used them as a starting point for their pursuit meetings. But the data changed the conversation. Instead of gut-feel debates, teams could see exactly why a project was a strong fit or a likely loss.

Within 8 months, the contractor's win rate climbed from 33% to 78%. More importantly, they were bidding on 40% fewer projects — meaning the estimating team had more time to produce higher-quality proposals on the projects they did pursue.

Revenue grew 22% year-over-year while estimating costs stayed flat.