10 Procurement KPIs Every SME Should Track
March 14, 2026 · 5 min read
Most SMEs do not track their procurement performance systematically. The companies that consistently win government contracts are the ones that measure, analyse, and improve their process.
1. Bid win rate
What percentage of tenders you submit do you win? A 20% win rate is generally considered good for competitive public sector tendering.
2. Pipeline value
Total value of tenders currently in preparation. A healthy pipeline is typically 3-5x your annual revenue target.
3. Bid cost per win
How much does it cost to win one contract? Include staff time, consultants, and direct costs.
4. Average contract value
Track whether your average contract value is growing over time.
5. Time to identify opportunities
How long after publication do you discover a tender? AI tools can reduce this to hours.
6. Bid preparation time
How long does each bid take? This determines how many bids you can prepare simultaneously.
7. Repeat contract rate
What percentage are renewals from previous buyers? High repeat rates indicate strong delivery.
8. Qualification rate
Of tenders identified, what percentage enter active preparation?
9. Feedback utilisation rate
Do you request and act on debrief feedback after losses?
10. Revenue concentration
What percentage comes from your top three buyers? High concentration is a risk.
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