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
Morphosis builds 'floating' house for Brad Pitt's Make It Right New Orleans foundation
Morphosis Architects, under the direction of renowned architect and UCLA professor Thom Mayne, has completed the first floating house permitted in the U.S. for Brad Pitt’s Make It Right Foundation in New Orleans.The FLOAT House is a new model for flood-safe, affordable, and sustainable housing that is designed to float securely with rising water levels.
| Aug 11, 2010
Bovis Lend Lease, Webcor among nation's largest multifamily contractors, according to BD+C's Giants 300 report
A ranking of the Top 50 Multifamily Contractors based on Building Design+Construction's 2009 Giants 300 survey. For more Giants 300 rankings, visit http://www.BDCnetwork.com/Giants
| Aug 11, 2010
Turner edges out Perkins+Will for the top spot on BD+C's Top 200 Building Team LEED APs ranking
With 1,006 LEED Accredited Professionals on staff, Turner Construction took the top spot on Building Design+Construction’s 2009 ranking of AEC firms with the most LEED APs, published as part of the Giants 300 report. Turner added more than 580 LEED APs during the past year to surpass Perkins+Will, which held the top spot four years running.
| Aug 11, 2010
BIG's 'folded façade' design takes first-prize in competition for China energy company headquarters
Copenhagen-based architect BIG, in collaboration with ARUP and Transsolar, was awarded first-prize in an international competition to design Shenzhen International Energy Mansion, the regional headquarters for the Shenzhen Energy Company.
| Aug 11, 2010
Looney Ricks Kiss Architects wins industry honors for mixed-use, multifamily, and residential designs
Looney Ricks Kiss Architects won four Aurora Awards for its architectural designs during the recent Southeast Building Conference in Orlando, including a Grand Aurora Award for a Mixed Use Multi Family community located in the West Village area of Dallas.
| Aug 11, 2010
SPRI expands membership to include green roof and photovoltaic component suppliers
SPRI, the association representing sheet membrane and component suppliers to the commercial roofing industry, recently approved a bylaw revision expanding its membership to include companies that represent emerging technologies, such as photovoltaic and vegetative roof components.
| Aug 11, 2010
JE Dunn, Balfour Beatty among country's biggest institutional building contractors, according to BD+C's Giants 300 report
A ranking of the Top 50 Institutional Contractors based on Building Design+Construction's 2009 Giants 300 survey. For more Giants 300 rankings, visit http://www.BDCnetwork.com/Giants
| Aug 11, 2010
Guggenheim and Google team up on shelter design competition
The Solomon R. Guggenheim Museum and Google yesterday announced the launch of Design It: Shelter Competition, a global, online initiative that invites the public to use Google Earth and Google SketchUp to create and submit designs for virtual 3-D shelters for a location of their choice anywhere on Earth. The competition opened on June 8, 2009, in honor of Frank Lloyd Wright’s birthday, and closes to submissions on August 23.
