I’ve had the opportunity to work with a number of architecture, engineering, construction (AEC) and environmental firms lately, and I’m seeing a very disturbing trend.
Category: Metrics
4 KPIs to Track Business Development Success
Is your business development (BD) program successful? Whether you answered yes or no, here’s a question to ponder: how do you know? Two challenges facing
Marketing & Business Development: How Many Touches Before a Sale?
“How many licks does it take to get to the Tootsie Roll center of a Tootsie Pop?” If you were a kid growing up in
Stop Tracking Your Hit Rate the Old-Fashioned Way
Ah, the hit rate. The much-maligned, quasi-useful metric by which many firms live and die. Also known as win rate, this is a very simple