The thesis focuses on the activities of the sales department of a selected construction company and on planning contracts for the subsequent period. Its aim is to analyse shortcomings in tender documentation within procurement procedures, as well as shortcomings in the sales department’s internal process, to determine the success rate of tendered contracts, and to assess coverage of the expected turnover for 2026–2027. The practical part is presented as a case study and draws on ten months of monitoring the department and analysing the technical requirements set out in the tender documentation, including an assessment of the frequency and severity of shortcomings from a risk perspective. The main output is a Sales Department Directive that standardises the sales case procedure and incorporates the findings of the analyses carried out. Finally, an overview of contracts is prepared to serve as a basis for capacity planning and portfolio management.