Track Win Rates On EPD Linked Bids

Why track EPD impact now

Public procurement shapes a huge share of construction demand in many markets, so proof points matter. In the EU alone, public purchasing accounts for about 14 percent of GDP, which means tenders that call out environmental documentation can tilt entire pipelines (European Commission, 2024) (European Commission, 2024). If we cannot see how EPDs affect wins in those channels, we are guessing.

Tag the right fields in every bid

Treat EPDs like any other commercial lever. Add structured fields to each opportunity: EPD required, EPD provided, product family, version and program operator, region or owner type, spec pathway, competitor EPD present, and final outcome. Keep it simple enough that sales actually completes it, yet precise enough that analytics can separate signal from noise.

Unify CRM, bid portals, and environmental data

Pull line item and requirement language from tender platforms, then reconcile it with your CRM and product catalog. TED in Europe and ConstructConnect in the United States are reliable sources for base tender data. The magic is a platform that maps tender mentions of EPDs to specific SKUs and the matching declarations, so opportunties with compliant coverage are flagged automatically.

Metrics that actually change decisions

Start with three commercial metrics linked to EPD status. Win rate, time to close, and realized margin. Layer in bid volume, price variance, and whether the spec stuck through value engineering. When this view is refreshed weekly, sales leaders can prioritize pursuits where EPD coverage historically improves the odds and shortens the cycle.

Design comparisons that sales trusts

Run like for like comparisons. Same region, similar project size, same product family, EPD present versus not present. If sample sizes are thin, pool results by quarter. The goal is not a PhD thesis, it is directional confidence to guide where to lean in.

Reduce manual tagging with automation

Manual tagging works at small scale, then collapses under time pressure. A strong platform should parse tender text for EPD clauses, auto populate the EPD fields on opportunities, and alert the team when a declaration is missing or expired. Humans review the edge cases, machines handle the repetitive match work.

Aim renewals where they pay back

EPDs typically carry a five year validity, so renewal budgets should follow commercial traction rather than habit (IBU, 2024) (IBU, 2024). If bids in higher education projects show a clear win rate lift for a specific acoustic panel line, that is the renewal to protect first. If another family sees little movement, hold the spend or re scope.

Where to source tender signals

Use TED to monitor EU level notices that mention EN 15804 or product specific EPDs. Use ConstructConnect to scan US and Canada bid documents for environmental submission requirements. Feed both into a single view that also knows your SKU to EPD mapping. You will see which phrases in specs correlate with higher success, like “product specific EPD with third party verification.”

Turn insight into sales enablement

Once the uplift is visible, arm the field with targeted playbooks. Heat maps that show regions where EPDs consistently speed close. One page briefs per product family that list the declarations on file and the tender language they satisfy. Short training clips that help reps navigate common EPD questions without stalling the deal.

Keep the loop alive

Make this a standing rhythm rather than a one off project. Refresh the data. Retire fields that go unused. Add new ones when LEED v5 guidance shifts language or a program operator updates a rule. When the feedback loop is part of weekly pipeline reviews, EPDs stop being paperwork and become a measurable sales tool that earns its budget.