Page 23 - 2022 Annual Report 2022 01.18 0528

PRESIDENT’S REPORT

OUR PEOPLE ARE OUR GREATEST ASSET

FIRMWIDE PERFORMANCE

We began Fiscal Year 2022 (FY22) with strong backlog which included many new projects from new
clients which were won in FY21 as well as many new projects with our current clients. Unlike the
uncertainty we began FY21, FY22 began with a push for acquiring additional team members to assist
us in achieving the great success of winning work in FY21. The winning of new work continued
through FY22 as well as we submitted on
213 proposals. Of those 213 proposals,
there were 170 decisions on those
proposals, and we won a total of 56 of
them for a hit rate of 33% (proposal to
win). As mentioned last year the industry
standard proposal to win ratio is typically
between 20% to 25%. This is an
improvement over FY21 where we had a
hit rate of 32.4%. Our message in the
industry is strong, and we are winning a
significant share of work we are
pursuing. Congratulations everyone on
this great team accomplishment!

FY22 was a significant growth year in so many ways. Utilizing the firm’s strategic vision as our north
star, we are seeing the initiatives and investments in our team including in our new Regions begin to
make significant impacts on our success. Our team strength has grown significantly, and this new
talent has increased the depth of resources and expertise across the entire firm. I encourage you to
tap into these resources! Many of these great new team members will be the highlight of the Practice
Area and Region reports. Because of the great work of our teams across the entire firm, our financial
stability remains strong, and our CFO will highlight this strength and success.

Another significant step in our growth was the roll out of the “People Plan” which focuses attention on
our internal community including our organizational structure, talent development, employee
engagement, employee retention, talent acquisition, performance management and diversity, equity
and inclusion. We also continued offering of broad-range training and development opportunities
throughout the year ranging from in-house TAP Presentations, continued Counselor Salesman
programs to structured out-of-house leadership and development programs. Also, our committees
have continued to harmonize and lead many of our initiatives while delivering many learning
opportunities.

We continue to see the growth of our design culture, and we are winning awards and engaging at all
levels in the design process. Because of you, your passion and dedication to our mission, vision, and
goals, we continue the mantra “We Build Community”, both inside FGMA and outside FGMA.

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