Thanks for the article, very informative. But it just tends to...

Thanks for the article, very informative. But it just tends to reinforce my view that the percentages don't align with the commentary.

"Customer advised they are placing order with DRO" – PWin has to be 100%, and PGo would have to be also a certainty in the absence of some breaking news of corruption or embezzlement or security breach.

Similarly "Formal final quote with view to purchase" implies that there is no more competition, giving a PWin of 100%, and surely the customer is only going to pull the pin or downsize their order if the final quote is outside the customer's expectations. Given the Droneshield would have set the customer's expectations there's no reason to expect that the customer should be surprised when they quote is submitted, I would expect PGo to be no lower than 90%.

It looks to me like either the text doesn't align with the actual state of these projects, or the weightings are a bit plucked.