Research and White Papers

Research and white papers from the SMPS Foundation.

SMPS Foundation Releases Hit-Rate Report

2016-hit-rates_v17-1The SMPS Foundation announces the release of “Measuring for Success: A Look at Hit Rates & Other KPIs in the A/E/C Industries.” The report, based on research and survey results, examines the tools and processes companies in the architecture, engineering, and construction (A/E/C) industries use to track their success with winning projects.

SMPS members may log in to the SMPS website and download the report for free. Nonmembers may purchase the report for $24.95.

Want more on hit rates? View the free webinar recording based off of the report findings presented by Michelle Yates, APR, CPSM, and Holly Bolton, FSMPS, CPSM.

SMPS Foundation Releases 2016 Fellows Survey Report

2016 Fellow Survey coverThe 2016 Fellows Survey report is the first publication in the Informed Strategies series from the SMPS Foundation. It reflects trends and predictions from some of the design and building industry’s most insightful and experienced individuals.

What is it? The 2016 Fellows Survey report recaps challenges, trends, and predictions in the A/E/C industry. The content is based on survey results and in-depth interviews of SMPS Fellows, who are some of the design and building industry’s most experienced professionals.

What information can I find? SMPS Fellows were asked about several topics in four segments: Looking Back, Looking Ahead, Preparing for the Future, and Megatrends. The authors summarized 300 pages of research into 30, with several pages dedicated to conclusions, takeaways, and actions.

SMPS members may log in to the SMPS website and download the survey for free. Nonmembers may purchase the survey for $24.95

Learn more.

SMPS and the SMPS Foundation Release Report on Business Development

The SMPS and the SMPS Foundation announce the publication of Sell. Do. Win Business. A Report on How A/E/C Firms Are Using Staff to Win More Work. Available for download on the SMPS website, this report is the culmination of 2015 survey-based research, which provides the latest insight in how firms engage clients and attempt to win work.
Learn more.

Foundation Debuted Business Development Research Book

The SMPS Foundation released its research book, A/E/C BUSINESS DEVELOPMENT: The Decade Ahead, during the 2013 conference of the Society for Marketing Professional Services.

Business development in the design and construction industry has become a highly specialized discipline. Those intimately involved with business development for professional service firms recognize that people hire people, and understanding the motives and motivations of those who purchase and sell architectural, engineering, and construction (A/E/C) services opens a portal to genuine success.

The SMPS Foundation conducted primary research to probe the behaviors of both buyers and sellers of A/E/C services. A team of almost 30 marketing and business development professionals—most of whom are Certified Professional Services Marketers (CPSM) or Fellows of SMPS—recently completed a year-long effort to research and analyze the current state of buying and selling and to identify key forces that will impact business development in the A/E/C industry in the coming decade. A/E/C BUSINESS DEVELOPMENT: The Decade Ahead documents the findings of this comprehensive research initiative.

The book offers an informative look at the future of the industry from the perspective of buyers and sellers. The findings and recommendations will aid professional services firms to enhance competitive advantage, deepen business development knowledge and skills, and plan strategically for the future.

A/E/C BUSINESS DEVELOPMENT: The Decade Ahead is available in print and PDF (ready for immediate download) formats now. A Kindle version will be available soon on Amazon.

Please view the video below to learn more about the book from Foundation Trustee Scott Butcher, FSMPS, CPSM, or read the article about the book from the April 2013 Marketer. 

Publication date: July 31, 2013

Download the SMPS Foundation White Papers

White Papers are available to SMPS members free of charge through the SMPS Store.

Please note: you must first log in to the SMPS website to receive the free member price. Nonmembers may purchase SMPS white papers as well for a nominal fee.  If you need assistance, contact or call 800.292.7677, x245.


For more information

Contact Molly Dall’Erta  at 800.292.7677 or 703.549.6117, x231, or

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