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
| Dec 17, 2010
How to Win More University Projects
University architects representing four prominent institutions of higher learning tell how your firm can get the inside track on major projects.
| Dec 7, 2010
Blue is the future of green design
Blue design creates places that are not just neutral, but actually add back to the world and is the future of sustainable design and architecture, according to an interview with Paul Eagle, managing director of Perkins+Will, New York; and Janice Barnes, principal at the firm and global discipline leader for planning and strategies.
| Dec 7, 2010
Prospects for multifamily sector improve greatly
The multifamily sector is showing signs of a real recovery, with nearly 22,000 new apartment units delivered to the market. Net absorption in the third quarter surged by 94,000 units, dropping the national vacancy rate from 7.8% to 7.1%, one of the largest quarterly drops on record, and rents increased for the second quarter in a row.
| Dec 7, 2010
Hot rumor: Norman Foster designing Apple’s new campus
Lord Norman Foster, reportedly has been selected to design Apple’s new campus in Cupertino, Calif. If the news is true, Foster is a good match for Apple say experts. Foster built his celebrity by marrying big gestures to technological wizardry. And, unlike some starchitects, he has glommed onto the environmental revolution—something Apple has made a point of embracing, too.
| Dec 7, 2010
10 megacities of the near future
With Beijing, Shanghai, and Mumbai already on the global radar, where can the next wave of construction be found? Far beyond China, India, and even Brazil it’s predicted. The world’s next future megacities could include Istanbul, Turkey; Ho Chi Minh City, Vietnam; and Khartoum, Sudan, among others. Read about these emerging and little-known behemoths.
| Dec 7, 2010
Product of the Week: Petersen Aluminum’s column covers used in IBM’S new offices
IBM’s new offices at Dulles Station West in Herndon, Va., utilized Petersen’s PAC-1000 F Flush Series column covers. The columns are within the office’s Mobility Area, which is designed for a mobile workforce looking for quick in-and-out work space. The majority of workspaces in the office are unassigned and intended to be used on a temporary basis.
| Dec 6, 2010
Honeywell survey
Rising energy costs and a tough economic climate have forced the nation’s school districts to defer facility maintenance and delay construction projects, but they have also encouraged districts to pursue green initiatives, according to Honeywell’s second annual “School Energy and Environment Survey.”
| Dec 2, 2010
GKV Architects wins best guest room design award for Park Hyatt Istanbul
Gerner Kronick + Valcarcel, Architects, PC won the prestigious Gold Key Award for Excellence in Hospitality Design for best guest room, Park Hyatt Macka Palas, Istanbul, Turkey. Park Hyatt Maçka Palace marries historic and exotic elements with modern and luxurious, creating a unique space perpetuating Istanbul’s current culture. In addition to the façade restoration, GKV Architects designed 85 guestrooms, five penthouse suites, an ultra-hip rooftop bar, and a first-of-its-kind for Istanbul – a steakhouse, for the luxury hotel.
