079: Sales & Marketing Metrics that Drive Accountability

Why are some decisions so hard to make at our AEC firms? And why is it so hard to keep people accountable for making and keeping those decisions? Can the use of metrics or different analytics drive accountability? Kathy Nanowski, CPSM is the vice president and director of marketing and business development at Fuss & O'Neill, she is here to share with us the metrics she uses for reporting on capture plans and how you can get started at your firm as well.

As we are entering the season where we start our business development planning and our marketing planning for next year, having some metrics to review and look at could help with the future plans of your firm.  Listen in as Kathy gives you some reasons to prioritize these metrics and drive more accountability at your firm.

Here are some highlights:

• Why are some decisions so hard for firms to make?: 6:05
• What are some metrics your firm could use?: 8:51
• Drive accountability to your firm: 17:18
• Does everything have a capture plan: 19:15
• Most successful capture plans: 22:05
• What is the goal for the information: 24:34
• Getting started with metrics: 26:49
• How long should you give it: 28:19

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