complete, as there are still opportunities open (AOS). Opportunities that originated from digital sources—Pardot, Google AdWords, or our website—provided the greatest number of leads in 2016. In 2016, 21% of projects for new clients were the result of a converted Marketing Influenced Opportunity (Figure 7.1-7) .
Total Number of Proposals Accepted (FY)
0 20 40 60 80 100
Managed Right Unique Opens
100 150 200 250 300
262
235
2013
2014
2015
2016
2017
219
215
187
170
New Client
Existing
Linear (New Client)
Linear (Existing)
Figure 7.1-9 Number of Accepted Proposals from New & Existing Clients
0 50
Proposal Acceptance Rate (FY)
Q4 '16 Q1 '17 Q2 '17 Q3 '17 Q4 '17 Q1 '18
Figure 7.1-6 Managed Right Unique Opens
64% 63% 66% 65% 65%
Marketing Influenced Opportunities 2014 2015
50% 49% 50% 49% 48% 54%
2016
Marketing Influenced Opportunities
27
41
42
Lead Generated Projects % 21% Figure 7.1-7 Number of Marketing Influenced Opportunities & Lead % Figure 7.1-8 shows IPM’s new client acceptance rate of proposals by industry, and Figure 7.1-9 contains the total number of proposals accepted (industry segmentation is AOS). IPM exceeds the SPI benchmarks for proposal acceptance rate (Figure 7.1-10) and the bid-to-win ratio (Figure 7.1-11). Revenue hours—the number of hours billed for 19% 20% project/consulting work—continue to grow year over year, largely due to gains in new business development (NBD). See Figures 7.1-12 and 7.1-13 for NBD results.
2013
2014
2015
2016
2017
% Won
SPI Benchmark (Average)
SPI 95 %tile
Figure 7.1-10 Proposal Acceptance Rate
IPM Bid-to-Win Ratio
FY ‘13
FY ‘14
FY ‘15
FY ‘16
FY ‘17
Won Lost
107
113
135
147
133
61
65
71
79
73
Bid to Win Ratio (per 10 bids) SPI Mgmt. Consultancies
6.4
6.3
6.6
6.5
6.5
5.4
4.8
4.9
Percent of Total Proposals Accepted from New Clients (FY)
Figure 7.1-11 Bid to Win Ratio
10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
New Client Revenue Hours (FY)
56.5
- 10K 20K 30K 40K 50K 60K
43.7
31.0
25.8
17.0
Company Consumer Products
Healthcare Life Sciences Industrial
FY 2013 FY 2014 FY 2015 FY 2016 FY 2017
2013
2014
2015
2016
2017
Figure 7.1-12 NBD Volume # (New Client)
Figure 7.1-8 Percent of Accepted Proposals from New Clients
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