Understanding of this shift stemmed from the SMPS Foundation's book, AEC Business Development, The Decade Ahead, published last year. Authors interviewed many clients who said they want to talk with the people who will be doing the work from the first meeting. A new foundation research project involves more in-depth research on changing business development models for A-E-C firms. The study surveyed 1,300 architects, engineers, contractors, and marketers. Scott Butcher, foundation president and vice president at JDB Engineering Inc., says the findings document that "the percent of time that technical staff members spend developing business has increased significantly."

In partnership with the marketing research program at Southern Illinois University Edwardsville, the foundation also is developing a "hit rate" benchmarking study. Most firms track success (hit rate) based on the number of proposals won vs. the number submitted. "What I found somewhat shocking is that only 38% track hit rates in terms of dollars! What happens if you win the six smallest proposals, but lose the four largest ones?" Butcher asks. The hit rate findings will come out later in 2015.