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
Healthcare Facilities | Mar 31, 2017
The cost of activating a new facility
Understanding the costs specifically related to activation is one of the keys to successfully occupying the new space you’ve worked so hard to create.
Architects | Mar 28, 2017
A restroom for everyone
Restroom access affects everyone: people with medical needs or disabilities, caretakers, transgender people, parents with children of the opposite gender, and really anyone with issues or needs around privacy.
Building Team | Mar 6, 2017
AEC firms: Your website is one of the most important things you'll build
Don’t believe it? You’d better take a look at the research.
Building Team | Mar 1, 2017
Intuitive wayfinding: An alternate approach to signage
Intuitive wayfinding is much like navigating via waypoints—moving from point to point to point.
Building Team | Feb 21, 2017
Artifacts down the street: Exploring urban archaeology
Archaeologists continually unearth artifacts in our cities. It's time to showcase them.
Building Team | Feb 2, 2017
HOK joins Well Living Lab Alliance sponsored by Delos and Mayo Clinic
The Well Living Lab studies the connection between health and the indoor environment to transform human health and well-being in places where we live, work, learn, and play.
Architects | Jan 24, 2017
Politicians use architectural renderings in bid to sell Chicago’s Thompson Center
The renderings are meant to show the potential of the site located in the heart of the Chicago Loop.
Designers | Jan 13, 2017
The mind’s eye: Five thoughts on cognitive neuroscience and designing spaces
Measuring how the human mind responds to buildings could improve design.
Building Team | Jan 11, 2017
Can design help close the nation's political divide?
Practically every building typology is evolving to meet the needs of the innovation economy. Why not legislative spaces?
Building Team | Jan 10, 2017
Fiber canopies proposed to turn Phoenix streets into comfortable public space
The proposal was the winning entry in a design competition asking for ways to strengthen the identity of the Arizona city.
