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.

10/01/2002


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 .





No comments
Consulting-Specifying Engineer's Product of the Year (POY) contest is the premier award for new products in the HVAC, fire, electrical, and...
Consulting-Specifying Engineer magazine is dedicated to encouraging and recognizing the most talented young individuals...
The MEP Giants program lists the top mechanical, electrical, plumbing, and fire protection engineering firms in the United States.
Emergency lighting; NFPA 3 and 4; Integrated building systems; Smart lighting, HVAC design
Designing for energy efficiency; Understanding and applying NFPA 101 for mission critical facilities; Integrating commissioning and testing for fire alarm systems; Optimizing unitary pumping solutions
Economics of HVAC systems; NFPA 110-2016; Designing and choosing modular data centers
Tying a microgrid to the smart grid; Paralleling generator systems; Previewing NEC 2017 changes
Driving motor efficiency; Preventing Arc Flash in mission critical facilities; Integrating alternative power and existing electrical systems
Putting COPS into context; Designing medium-voltage electrical systems; Planning and designing resilient, efficient data centers; The nine steps of designing generator fuel systems
As brand protection manager for Eaton’s Electrical Sector, Tom Grace oversees counterfeit awareness...
Amara Rozgus is chief editor and content manager of Consulting-Specifier Engineer magazine.
IEEE power industry experts bring their combined experience in the electrical power industry...
Michael Heinsdorf, P.E., LEED AP, CDT is an Engineering Specification Writer at ARCOM MasterSpec.
Automation Engineer; Wood Group
System Integrator; Cross Integrated Systems Group
Fire & Life Safety Engineer; Technip USA Inc.
click me