Graphic Media Alliance

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.