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
200 Fillmore
Built in 1963, the 32,000-sf 200 Fillmore building in Denver housed office and retail in a drab, outdated, and energy-splurging shell—a “style” made doubly disastrous by 200 Fillmore's function as the backdrop for a popular public plaza and outdoor café called “The Beach.
| Aug 11, 2010
Integrated Project Delivery builds a brave, new BIM world
Three-dimensional information, such as that provided by building information modeling, allows all members of the Building Team to visualize the many components of a project and how they work together. BIM and other 3D tools convey the idea and intent of the designer to the entire Building Team and lay the groundwork for integrated project delivery.
| Aug 11, 2010
High Tech High International used to be a military facility
High Tech High International, reconstructed inside a 1952 Navy metal foundry training facility, incorporates the very latest in teaching technology with a centerpiece classroom known as the UN Theater, which is modeled after the UN chambers in New York. The interior space, which looks more like a hip advertising studio than a public high school, provides informal, flexible seating areas, abunda...
| Aug 11, 2010
Putting the Metal to the Petal
The Holocaust and Human Rights Center of Maine was founded in 1985, but the organization didn't have a permanent home until May 2008. That's when the Michael Klahr Center, which houses the HHRC, opened on the Augusta campus of the University of Maine. The design, by Boston-based architects Shepley Bulfinch Richardson & Abbott, was selected from among more than 200 entries in a university-s...
| Aug 11, 2010
Great Solutions: BIM/Information Technology
4. Architectural Visualization through Gaming Technology Before 3D walkthroughs for client presentations were popular, HKS manager of Advanced Technologies Pat Carmichael and his team were working to marry gaming engines with 3D building models. "What's being tasked to us more and more is not just to show design, but to show function," Carmichael said.
| Aug 11, 2010
The softer side of Sears
Built in 1928 as a shining Art Deco beacon for the upper Midwest, the Sears building in Minneapolis—with its 16-story central tower, department store, catalog center, and warehouse—served customers throughout the Twin Cities area for more than 65 years. But as nearby neighborhoods deteriorated and the catalog operation was shut down, by 1994 the once-grand structure was reduced to ...
| Aug 11, 2010
Jefferson Would Be Proud
The Virginia State Capitol Building—originally designed by Thomas Jefferson and almost as old as the nation itself—has proudly served as the oldest continuously used Capitol in the U.S. But more than two centuries of wear and tear put the historical landmark at the head of the line for restoration.
| Aug 11, 2010
Let There Be Daylight
The new public library in Champaign, Ill., is drawing 2,100 patrons a day, up from 1,600 in 2007. The 122,600-sf facility, which opened in January 2008, certainly benefits from amenities that the old 40,000-sf library didn't have—electronic check-in and check-out, new computers, an onsite coffeehouse.
| Aug 11, 2010
American Tobacco Project: Turning over a new leaf
As part of a major revitalization of downtown Durham, N.C., locally based Capitol Broadcasting Company decided to transform the American Tobacco Company's derelict 16-acre industrial plant, which symbolized the city for more than a century, into a lively and attractive mixed-use development. Although tearing down and rebuilding the property would have made more economic sense, the greater goal ...
| Aug 11, 2010
Great Solutions: Healthcare
11. Operating Room-Integrated MRI will Help Neurosurgeons Get it Right the First Time A major limitation of traditional brain cancer surgery is the lack of scanning capability in the operating room. Neurosurgeons do their best to visually identify and remove the cancerous tissue, but only an MRI scan will confirm if the operation was a complete success or not.
