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
First CityCenter projects earn LEED Gold
CityCenter announced today that it has received three Leadership in Energy and Environmental Design LEED Gold certifications from the U.S. Green Building Council for: 1) ARIA Resort's hotel tower; 2) ARIA Resort's convention center and theater; 3) Vdara Hotel. ARIA and Vdara will open in December on the Las Vegas Strip and are the first of CityCenter's developments to be LEED certified.
| Aug 11, 2010
SMPS announces 2009-2010 national board of directors
The Society for Marketing Professional Services (SMPS) has announced its 2009–2010 National Board of Directors, composed of senior marketing and business development leaders representing the architectural, engineering/planning, and construction industry.
| Aug 11, 2010
AIA to Congress: Act now to jump start building sector of economy
Tampa-based architect, Mickey Jacob, FAIA, unveiled the American Institute of Architects’ (AIA) Rebuild & Renew plan for both short- and long-term economic recovery to the House Committee on Small Business at a hearing October 7th.
| Aug 11, 2010
Oldcastle Precast Building Systems wins PCI 2009 Sustainable Design Award
Oldcastle Precast Building Systems was part of the award winning team behind the affordable housing development Melrose Commons Site 5 situated in the South Bronx. PCI (Precast Concrete Institute) recently selected Melrose 5 for the “2009 PCI Design Award for Best Sustainable Project”.
| Aug 11, 2010
AAMA developing product-based green certification program for fenestration
The American Architectural Manufacturers Association is working on a product-based green certification program for residential and commercial fenestration, the organization announced today. AAMA will use the results of a recent green building survey to help shape the program. Among the survey's findings: 77% of respondents reported a green certification program for fenestration would benefit the product selection process for their company.
| Aug 11, 2010
Peter Marchetto joins Tishman as president of Construction Operations
Tishman Construction Corporation Chairman, Daniel R. Tishman, today announced that Peter Marchetto joined the company as President of Construction Operations.
| Aug 11, 2010
Jacobs, HDR top BD+C's ranking of the nation's 100 largest institutional building design firms
A ranking of the Top 100 Institutional Design Firms based on Building Design+Construction's 2009 Giants 300 survey. For more Giants 300 rankings, visit http://www.BDCnetwork.com/Giants
