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6:40 am · Before the kettle's boiled

You're not losing tenders.
You're the third quote.

Eighteen months of your own tender history, read once.

only one worth pricing

Understanding your data

134tender invitations read
1,098estimating hours matched
58with no reply on record

What actually happened to your 134 quotes

Every quote you sent — not just the ones that answered.

43% of your quotes were never answered at all.
Not lost. Not won. Silence — and it's your biggest category.

Follow-ups drafted for all 58. You pick which ones I chase.

Where your hours go, and where your margin comes from

Hours you put in, left. Margin you got back, right.

Share of estimating hours
Share of margin won
Residential apartments: 55% of your estimating time, 13% of your margin.
Aged care is the mirror image — 11% of the hours, 50% of the margin.
Aged care
$3,797
per estimating hour
19×
Resi apartments
$198
per estimating hour

sitting in your sent folder the whole time

Education and civil are thin — under 15 tenders each. A hint, not a decision.

Which builders are actually buying

Three signals each: do they award you, do they reply, do they ever say why.

Invited
Never answered
Won

Kestrel Constructions — eighteen months, nothing back

Kestrel Constructions: 19 invitations, 0 wins, 17 never answered.
168 estimating hours. Roughly $25,000 of your estimator's time.

Does this match what you know?

I only see the data. If you know why, tell me now — before it becomes a rule.

What to do differently on Monday

Not “stop quoting”. Five rules, three tiers — keep the relationship, drop the eleven hours.

Your 1,098 estimating hours today
The same 1,098 hours under these rules
Segments above your $823 book average Segments below it
612 hrsestimating time freed
2.4×tenders in aged care
~$310kmodelled margin uplift

Modelled on your current win rates. An argument for trying it, not a forecast.

Now I run on every tender that arrives

The analysis was the setup. This is the part that runs every day.

Invitation
arrives
Scored against
your history
Reply
drafted
You decide
That's the whole loop.
I never decline on your behalf. I recommend, I draft the reply, and I wait for you.