Upload
others
View
3
Download
0
Embed Size (px)
Citation preview
Public
infrastructure
funding
uncertainty
Growth pressures
Evolving
contracting
structures
Lack of pricing
power
The war for talent Digital disruptors
Mixed realitydesign
The Internetof Things (IOT)
PredictiveIntelligence
Digital services(DAM, market
intelligence, etc.)
Data andanalytics Collaboration
Mobility
Digital Disruptors in
the A/E/C Industry
Social for the Enterprise
67Years
25Years
15Years
The time to adapt to disruptions is shrinking
Source: BBC
A hundred years ago, the average lifespan of a
company listed on the S&P 500 index was 67 years
75% of the S&P 500 will be new
(not on the index today)
25% of the S&P 500 will
be ones on the index today
In the 2020s…
In A/E/C, only 60% of the 20 largest firms in the ENR 500 from 5 years ago are still on the list!
1. Update your 5-year strategic plan
2. Get your finance and administrative house in order
3. Evaluate your portfolio of service offerings
4. Create a differentiated marketing strategy
5. Update your marketing database
6. Build a differentiated talent strategy
7. Formalize your firm’s business intelligence strategy
8. Put (enterprise) social platforms to work for you
9. Be a technology leader – not a laggard
10. Empower your employees with the latest technologies
The Impacts of Digital Transformation in A/E/CLeverage disruptive technologies to reimagine how your firm can:
customers
service offerings operations
employees
• Benchmark and measure key financial metrics• Revenue forecasts
• Expense budgets
• Net income / Operating profit
• Cash flow - Average days to collect or DSO
• Financial ratios (Current ratio, Debt-to-Equity ratio, Return-on-Equity ratio, etc.)
• Cash is king - find new ways to optimize cash flow• Expedited time and billing processes
• Expedited invoice review and approvals
• More active cash flow monitoring
• Evaluate back office processes for automation and optimization• Project and Client setup optimization – automate from integration from CRM system?
• Billing automation – streamline invoice processing, approvals
• AP pass-through automation – automate document capture, coding, and routing
• Perform a competitive evaluation• What services are your closest competitors offering to
be unique?
• What services do you need to offer to be successful in your market?
• Leading firms are:• Leveraging disruptive technologies to differentiate the
client engagement experience
• Offering new data-driven service offerings to be unique
• How can you leverage big data/advanced intelligence/IoT to offer new services?
Vertical and Value-Chain Integration in the Provider Market
Owner-Driven Innovations for Shorter Project Schedules and Risk Allocation
Traditional Construction Lifecycle
Architect-led Design-Build
Estimation & Construction ManagementDesign
Design-Build & CM At-Risk Maintain/Operate
CM At-Risk (with GMP)
Design-Build Contract
Design-Build Maintain & Operate Agreement
Build Maintain & Operate
• Perform a competitive evaluation• What services are your closest competitors offering to
be unique?
• What services do you need to offer to be successful in your market?
• Leading firms are:• Leveraging disruptive technologies to differentiate the
client engagement experience
• Offering new data-driven service offerings to be unique
• How can you leverage big data/advanced intelligence/IoT to offer new services?
3 – Evaluate Your Portfolio of Service OfferingsFour Ways Smart, Technology-Driven Firms are Using Big Data
Monitoring sensor data for structural integrity
RFID data for equipment and materials tracking
Field data collection
Project and safety risk mitigation
• Take a walk down the client journey with your firm• Look for ways to differentiate your offerings
• How do you attract new clients and win pursuits?• Strong client relationships?
• Unique project experience?
• Differentiated service offerings?
• Better marketing execution?
• Distinctive client experience?
• Use predictive insights to focus on the right pursuits
• Optimize your marketing/BD process (steps, gates, go/no-go, etc.) to win more business
Leading firms are:✓ Actively performing win/loss analyses
✓ Performing competitive assessments
✓ Automating proposal generation
✓ Deploying next-generation CRM tools that improve business development execution
• Take a walk down the client journey with your firm• Look for ways to differentiate your offerings
• How do you attract new clients and win pursuits?• Strong client relationships?
• Unique project experience?
• Differentiated service offerings?
• Better marketing execution?
• Distinctive client experience?
• Use predictive insights to focus on the right pursuits
• Optimize your marketing/BD process (steps, gates, go/no-go, etc.) to win more business
Leading firms are:✓ Actively performing win/loss analyses
✓ Performing competitive assessments
✓ Automating proposal generation
✓ Deploying next-generation CRM tools that improve business development execution
•Proactively answer key questions:
•Who knows who?
•Who have we worked with?
•What have we done with them?
• Identify higher probability opportunities based on opportunity health
•Quickly pinpoint trouble spots and who needs the most attention
• System-driven pursuit checkpoints:
✓ Relationships
✓ Qualifications
✓ Cost of pursuit
✓ Profitability analysis
✓ Risk analysis
• System driven Go/No-Go decisions
• Client and prospect lists
• Contacts and connections
• Project history and qualifications
• Employee experience and resumes
• Supplier/contractor database and documentation
• Create a differentiated experience throughout your employment lifecycle• Recruiting / candidate engagement
• Onboarding
• Employment
• Termination
• Infuse HR with a marketing attitude
• Minimize costly attrition
• Retention strategies:
• Employee development plans
• Goal setting
• Appraisals
• Feedback loop
• Training plans
• Succession planning
6 – Develop a Differentiated Talent StrategyMinimize costly attrition
• Average attrition:
• Voluntary = 5.6%
• Involuntary = 4.7%
• Identify your firm’s most critical KPIs
• Build a strategy to harvest data and calculate key measures• Where will the data come from?
• How will we calculate key measures?
• Empower employees • Broadcast KPIs
• Create dashboards
• Disseminate, disseminate, disseminate
Backlog
Bid-to-Win Ratio
Pipeline vs.
Bookings
Revenue per
Employee
Billable
Utilization
Bill Rates
Achieved
Multiplier
Average A/R
Collection Days
Revenue
(Growth)
Operating Profit
(EBIT)
Financial Ratios
Staff Turnover
(Attrition)
Staff Ratios
Headcount
Business
DevelopmentPeopleFinancial
Service
Delivery
On-Time Project
Delivery
Average Project
Overrun
Review your firm’s strategic goals over
next 3-5 years
Identify key metrics that will drive
achievement of goals
Are you currently tracking these
metrics?
Can your current systems calculate and
report on these metrics?
Measure, measure, measure (and
disseminate)!
• Enterprise social technologies are delivering significant value to organizations• Social is not just a consumer tool anymore
• Monitor social properties to understand what’s happening with your clients and projects• Better anticipate their needs
• Be more responsive than competing firms
• Use social listening to auto-generate and route marketing leads
• Use social listening to auto-generate and route service cases
• Use LinkedIn to build connections and communicate with clients
• Leverage social engagement platforms
• Monitor social activity from popular social platforms (Twitter, Facebook, etc.).
• Build social profiles of your clients to better anticipate needs
• Identify and create leads in CRM systems from social media posts
8 – Put (Enterprise) Social to Work for You Social Listening in Marketing
• Analyze social sentiment to proactively address customer service hotspots
• Auto-create customer service cases based on social activity
8 – Put (Enterprise) Social to Work for You Sentiment Analysis and Customer Service
• Explore contacts and relationships to build new connections
• Target personalized offerings through integrated content creation and sharing
• Leverage embedded analytics to understand customer behavior and content response
• Integrate with leading CRM systems for consolidated view of connections, communications, and activity
What tools and capabilities are required to meet strategic objectives?
Technical applications strategy (CAD, BIM, Document mgmt., DAM, etc.)
Business applications strategy (Accounting, Project Mgmt, CRM, HCM)
Productivity systems
Mobile strategy
Infrastructure > Cloud strategy
Required IT skills and capabilities
• The cloud provides much more than just a place where your software systems are hosted
Advanced intelligence tools
Predictive analytics / AI
Internet of Things (IoT)
Business continuity strategy
Computing scale and elasticity
Security and compliance
• Access to today’s latest technologies
• Pervasive access to tools and information • Self-service everything
• Mobile everything
• Collaboration throughout your business• Marketing/business development
• Design processes
• Project execution process
• Timesheets
• Expense reports
• Workflow approvals
• Project plans
• Reporting and BI
• HR self-service
• Resume/experience updates
• Pay stubs
• Benefits
• Compensation details
• Performance information
10 – Empower Your EmployeesWith “self-service everything”
10 – Empower Your EmployeesWith “mobile everything”
Expense CaptureTime Entry Contractor Invoice Approvals
Customer Invoice Approvals
CRM
• Use Teams and Groups to easily collaborate across focused teams
• Automatically spawn collaboration groups from CRM
• Embed email, calendars, Yammer feeds, SharePoint sites, and OneNote documents into CRM pursuits
• Easily invite internal and external parties to collaborate on pursuits, proposals and projects!
10 – Empower Your EmployeesCollaboration Using Office 365 Groups and Teams
1. Update your 5-year strategic plan
2. Get your finance and administrative house in order
3. Evaluate your portfolio of service offerings
4. Create a differentiated marketing strategy
5. Update your marketing database
6. Build a differentiated talent strategy
7. Formalize your firm’s business intelligence strategy
8. Put (enterprise) social platforms to work for you
9. Be a technology leader – not a laggard
10. Empower your employees with the latest technologies