#69: Business Development Trends from the 43rd Deltek Clarity Study
Would you like to know how your firm stacks up against other firms in terms of pipeline forecasts, win rates, and proposal volume? Deltek has created an industry study that breaks down all the information for you. In this episode, I talk with Megan Miller, CPSM about some of the amazing trends she’s seeing in this year’s business development report.
Megan explains what the report is, how it’s created, and how metrics are reported. This study is a valuable piece of research for any firm. Deltek’s latest report is aimed at anyone that does business in the A&E industry, not just Deltek customers. Be sure to listen in and then check the links for an opportunity to go even deeper into the report.
Here are some highlights:
- Megan’s career path: 2:11
- Overview of Deltek Clarity Study: 5:27
- Key trends in Business Development: 7:53
- Big growth ahead? 9:34
- Industry averages broken down: 12:20
- How are the metrics reported; 15:10
- Understanding your “Why” and how to change: 16:02
- Win rate change: 17:30
- Surprise findings for this year’s study: 20:15
- Third of firms not using a CRM??! 24:05
- Top business development challenges: 26:42
- #1 piece of advice for a new AEC marketer: 31:15
Megan Miller, CPSM, Director, Product Marketing, Deltek
Megan is a passionate marketer that manages the Deltek Clarity A&E report where firms can find industry trends and benchmarks compiled from hundreds of firms in North America. She is excited to share some of this year’s key findings and share ideas for how to leverage this study to improve your business.
Links mentioned in this episode:
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