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
Category: Metrics
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
The State of the AEC Industry
What are the current economic conditions within the architecture, engineering, and construction industry? How are the market sectors and geographic regions performing? There are quite
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
