2016 Hit-Rate Report

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2016 Hit-Rate Report

SMPS Foundation releases Measuring for Success: A Look at Hit Rates & Other KPIs in the A/E/C Industries.

The Society for Marketing Professional Services Foundation (SMPS Foundation), a non-profit organization established by SMPS, 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. It is available as a complimentary download for SMPS members and foundation donors, and for a fee to nonmembers.

Beginning in 2015, the SMPS Foundation partnered with the Master of Marketing Research program at Southern Illinois University to understand more thoroughly how A/E/C firms measure the success of sales and marketing efforts. Measuring for Success recaps the key findings discovered by the university, which administered an e-survey and interviewed participating firms.

We are eager to share this research to help A/E/C firms understand the wide range of methods and variables involved in calculating hit rates. This report also provides takeaways to improve future marketing efforts, states Michelle Yates, APR, CPSM, author of the report.

SMPS Foundation President Carolyn Ferguson, FSMPS, CPSM, adds, “Measuring the success of sales and marketing efforts is imperative for a firm to improve their future performance. As part of our SMPS Foundation Informed Strategies’ series, this report provides metrics and insights regarding hit rates as well as key performance indicators.”

The first Informed Strategies’ publication, the 2016 Fellows Survey Report, was released in May 2016 and provides a snapshot of trends and predictions, both internal and external to the A/E/C industries.

For more information about the Informed Strategies’ reports, contact SMPS Foundation Staff Liaison Molly Dall’Erta at 703.549.6117, ext. 231.