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

    October 18, 2017
    5:30 PM EDT - 8:00 PM EDT
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    Arup Offices
    2 Bloor St E #2400
    Toronto, ON M4W 1A8

    About the presentation:
    In 2015, the SMPS Foundation partnered with the Master of Marketing Research program at Southern Illinois University at Edwardsville to look at the tools and processes A/E/C firms use to track their success on winning projects. The study answered three major research questions: How do A/E/C firms track their success of winning projects? How is the hit rate metric used to improve future performance? And what other key performance indicators are used?

    Sharing the results of more than 300 survey responses and 23 interviews, the report addresses methods to track hit rates, the effectiveness of hit rates, the hit rate’s impact on marketing and business development strategy, and other KPIs firms use. ?

    In this session, attendees will learn about:

    • Different methods for tracking hit rates

    • Average hit rates and the barriers to developing a standard

    • Making the most of KPIs to help improve your firm’s future performance

    The schedule is as follows:

    5:30pm - 6pm: Networking and Registration

    6pm - 7:30pm: Program

    7:30pm - 8pm: Wrap up and networking

    About our speaker:

    Michelle Yates, APR, FSMPS, EDAC

    Michelle Yates serves as director of marketing for Lawrence Group, a national 160-person design and project delivery firm headquartered in St. Louis. She leads the marketing and communications team, works closely with firm leaders to win new business in each of its nine markets and serves as the primary contact for sponsorships. She received her bachelor’s degree from Southern Illinois University at Edwardsville and has more than 20 years of marketing experience. She is a two-time past president of SMPS St. Louis and has served on national committees for SMPS and CREW (Commercial Real Estate Women). Michelle has written articles for Marketer magazine and spoken at local and regional SMPS programs, also serving as a panelist at the 2016 SMPS Build Business conference. Michelle is accredited in public relations and a Certified Professional Services Marketer. She was recently named a 2017 SMPS Fellow and earned the Evidence-based Design Accreditation and Certification.


    Who should join?

    - Business development leaders

    - Marketing professionals

    - Proposal and bid writers

    - Project managers

    - Client managers

    - Administrators


    Markendium Domains of Practice

    - Planning

    - Research

    - Client & Business Management

    - Proposals

    - Promotional Activity

    - Management


    CPSM Credits

    2.0 hours




    $50.00 Member Ticket

    $80.00 Non-Member Ticket