New research from the Society for Marketing Professional Services Foundation (SMPS Foundation) finds that average AEC firm hit rate—measured most commonly as the total number of proposals submitted to the total number of projects won—falls within the 37-44% range, depending on the discipline. Engineering firms have the highest average hit rate, at 44.2%. Construction firms have the lowest average hit rate, at 37.9%.
The 22-page report, Measuring for Success: A Look at Hit Rates & Other KPIs in the A/E/C Industries, evaluates the tools and processes that AEC firms use to track marketing success. The findings and analysis are based on a survey of 303 U.S.-based AEC firms conducted by the SMPS Foundation in conjunction with the Southern Illinois University Edwardsville Master of Marketing Research program.
“While there are many variables in tracking hit rates throughout AEC industries, there is a benefit to having a metric for evaluating a firm’s progress,” wrote the report’s authors. “The hit rate provides a baseline over time for firms to improve their success rate and should be used in conjunction with other key performance indicators such as profitability, market trends, and backlog.”
The report addresses a variety of topics, including:
• Methods and metrics AEC firms utilize to track their success of winning projects
• How firms use the hit rate metric to improve future performance
• Alternative key performance indicators
• Effectiveness of hit rate and other KPIs
• Barriers to developing a benchmarking standard for AEC firms
• It concludes with takeaways and action steps for AEC firms.
SMPS members receive a complimentary download of the report once they log on to smps.org.
Nonmembers may download the report with a donation of $24.95 until January 31, 2017.
Source: SMPS Foundation
Related Stories
| Aug 11, 2010
ASHRAE research targets tying together BIM and energy efficiency
Ensuring that a common language of “energy efficiency” is spoken by both building information modeling software used by architects and energy analysis and simulation software used by engineers is the goal of new research funded by ASHRAE.
| Aug 11, 2010
M&A deal volume down 67% in engineering/construction sector: PricewaterhouseCoopers
Global Economic Uncertainty Results in Sluggish Deal Activity in U.S.; China Shows Significant Opportunity for Growth
| Aug 11, 2010
New Watt Stopper emergency relay panel
Watt Stopper/Legrand has developed a new relay panel to provide fail-safe emergency lighting in a variety of commercial settings. The Emergency Relay Panel option is UL924 listed for use on emergency circuits. It is available as an option with Watt Stopper’s 24 or 48 relay size Lighting Integrator (LI) low voltage lighting control panels.
| Aug 11, 2010
Three Opus Corporation companies file for bankruptcy
Opus Corporation, a developer headquartered in Minnetonka, Minn., filed for bankruptcy in three of its five regional operating companies: Opus East, Opus South, and Opus West. CEO Mark Rauenhorst said sharp declines in commercial real estate values and tight credit markets caused difficulties in refinancing assets and restructuring lending agreements.
| Aug 11, 2010
ZweigWhite names its fastest-growing architecture, engineering, and environmental firms
Management consulting and research firm ZweigWhite has identified the 200 fastest-growing architecture, engineering, and environmental consulting firms in the U.S. and Canada for its annual ranking, The Zweig Letter Hot Firm List. This annual list features the design and environmental firms that have outperformed the economy and competitors to become industry leaders.
| Aug 11, 2010
'Too cold' and 'too hot' most common complaints among office workers, says IFMA study
The International Facility Management Association has released “Temperature Wars: Savings vs. Comfort,” a new study that takes an in-depth look at the most common thermal complaints made by workers and the variety of ways facility professionals respond to them.For many years, IFMA has surveyed facility professionals to learn the top office complaints among employees.
| Aug 11, 2010
SSOE, Fluor among nation's largest industrial building design firms
A ranking of the Top 75 Industrial Design Firms based on Building Design+Construction's 2009 Giants 300 survey. For more Giants 300 rankings, visit http://www.BDCnetwork.com/Giants
