Hi, i'm looking for some help in developing a method for sales budgeting for a professional services firm, based in the construction industry. The business details:
- Surveying and architecture business
- Traditionally looked to price based on either fees as % of construction contract value, or value added to a piece of land.
- The industry is competative, and prices based on %, as above, are in many cases taken from industry accepted ranges.
- Professional internal staff deliver services through discrete projects, where one client may have numerous projects, and where the project boundary is typically set by the physical location of the site or building
Given the above, i'm struggling around the question of what should constitute a sales unit - a project, a man-hour etc?
Any advice would be most welcome