Average deal size is won value ÷ won pursuits. It shows the size of work a contractor really converts, which is often different from the size it chases.
Why it matters
If the pipeline is full of $20M pursuits but the average win is $4M, either the large work isn’t converting or it’s the wrong fit. Combined with win rate and pipeline, it gives a quick estimate of how many wins you need to fill next year’s backlog.
Worked example
Illustrative: three wins worth $48.2M, $7.4M and $2.6M. Average deal size: $58.2M ÷ 3 = $19.4M. One large job dominates; the median ($7.4M) tells a different story.
Common mistakes
- Letting one large win hide a run of small ones. Look at the distribution too.
- Mixing estimate values and final contract values in the same average.
How os.construction handles it
Average deal size is a metric in Analytics: won value ÷ won opportunities from CRM, shown on the CRM & Pipeline pack. Values are the estimates staff entered on each opportunity, not contract values.