Project Managers Push Sales Higher

Project managers are generating more in fee revenue for their firms than ever before, according to a recent survey from ZweigWhite, Natick, Mass.

The 2002 Project Management Survey of A/E/P & Environmental Consulting Firms reports that at a median of $416,667, average sales per project manager reached an all-time high this year. That number is up 19% from $350,000 in 2001 and 66.7% from $250,000 in 2000 when sales were at a low.

"As project managers develop stronger client relationships, their selling abilities grow," says Jerry Novacek, a ZweigWhite associate and an expert in project management and project delivery for the design and construction industry.

"As the economy weakens from the boom of the late 1990s, more project managers also are being forced to take on sales roles as firms realize the importance of using all potential sales outlets, not just marketing or business development employees," he says.

Other survey findings:

• More than half of firms (60%) are organized by a hybrid structure. Another 19% are organized by a matrix, and 16% of firms have standing teams or studios.
• Nearly half of firms (47%) report that they always budget for time spent on project management.
• The vast majority of project managers (86%) are registered technical professionals.
• Only 2% of project managers received any sales commissions in 2001.

For more information on the Project Management Survey, visit www.zweigwhite.com/store/svpro.