Ann: Quarterly Activities/Appendix 4C Cash Flow Report, page-53

"In simplest terms, PWin (Probability of Win) is a numerical representation of your chances of landing a particular project or contract. But this isn't a number pulled out of thin air; it's calculated based on various factors like discriminators, competition, and other relevant variables.

Think of it as the science behind your sales strategy that gives you an objective lens to evaluate each opportunity in your pipeline.

Another calculation you’ll want to be aware of is PGo, which tells you the probability of the customer funding the project.

PWin = Probability that your company will with the business based on discriminators, competition, or other factors.

PGo = Probability that the customer will fund the project.

When you look at them together:

PWin x PGo = Probability of Award (POA)"

Source:
https://un anet. com/blog/building-a-strong-opportunity-pipeline