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
Building Team | Jul 6, 2022
Buro Happold selects Jennifer Price for top role, US Managing Director
Buro Happold, a world-class practice of 2,200 engineers and consultants, has announced the appointment of Seattle-based Jennifer Price as US Managing Director and Partner.
University Buildings | Jul 6, 2022
Wenzhou-Kean University opens a campus building that bridges China’s past and future
After pandemic-related stops and starts, Wenzhou-Kean University’s Ge Hekai Hall has finally begun to see full occupancy.
Security and Life Safety | Jul 5, 2022
What AEC firms should look for in a cybersecurity partner
When looking for expert partners in cybersecurity, AEC firms will find quite a lot of companies claiming to be at the forefront of modern threats. Here are five key points to look for when choosing a cybersecurity firm.
Performing Arts Centers | Jul 5, 2022
Tour the new Patricia Reser Center for the Arts in Oregon
This month, the community of Beaverton, Oregon, welcomed a new haven for artistic expression with the opening of Patricia Reser Center for the Arts (The Reser).
Building Team | Jul 5, 2022
Dallas’ Fair Park, home to the State Fair of Texas, will place a park atop a new parking garage
A registered National Historic Landmark, Fair Park is the 227-acre home to the Texas State Fair and various cultural institutions in Dallas, Tex.
Market Data | Jul 1, 2022
Nonresidential construction spending slightly dips in May, says ABC
National nonresidential construction spending was down by 0.6% in May, according to an Associated Builders and Contractors analysis of data published today by the U.S. Census Bureau.
Building Team | Jul 1, 2022
How to apply WELL for better design outcomes
The International WELL Building Institute (IWBI) cites attracting top talent, increasing productivity, and improving environmental, social or governance (ESG) performance as key outcomes of leveraging tools like their WELL Building Standard to develop healthier environments.
Building Team | Jul 1, 2022
Less portable potty, more movable restroom
Some contractors are packing up their portable potties and instead using the H3 Wellness Hub.
Building Team | Jun 30, 2022
Adopting a regenerative design mindset
To help address the current climate emergency, a new way of thinking across the entire architecture, engineering and construction industry is imperative.
Market Data | Jun 30, 2022
Yardi Matrix releases new national rent growth forecast
Rents in most American cities continue to rise slightly each month, but are not duplicating the rapid escalation rates exhibited in 2021.
