Page 87 - FINAL Combined CB2_Neat

PK-12 Practice Summary
Business Overview
9/30/2017 100% Benchmark at September 30

Sales/Revenue/Marketing Costs Summary
Sales (see Sales Report) Annual Target Actual YTD Percent of Target
Gross Fees $ 8,654,101 0%
Net Fees 5,661,146 0%

Marketing Costs Annual Target Actual YTD Percent of Target
Labor (Hours) 6,408 11,079 173%
Labor ($) $ 288,240 $ 467,457 162%
Out-of-pocket expense $ 171,970 $ 206,293 120%
Total Marketing Cost $ 460,210 $ 673,750 146%

Project Performance
Annual Target Actual YTD Percent of Target
Gross Fees $ 7,033,956
Net Fees 4,703,911 5,019,105 107%
Profit (Loss) $ 940,782 1,273,274 135%
Percent of Net Revenue 20% 25%

As of 10/1/2017
Through September 30 $ -
October 1 and Beyond $ 1,466,616
Total Backlog $ 1,466,616

BUSINESS DEVELOPMENT
Our Business Development results declined over the previous year. We submitted 28 proposals in
FY17 down from 36 proposals in FY16 (compared to 40-50 in years prior to the downturn) which is
an indication of how the economic climate is affecting our practice area. We also had 17 no go
decisions this past year, up from 11 in FY16, as we continued to focus on making better decisions
about which projects to pursue and on those former client representatives who have joined new
districts. Our success rate at getting from proposals to shortlists fell to 25% from 56% and our rate of
winning from the shortlist rose to 67% in FY17 from 15% in FY16 entirely due to our success in Missouri.
Looking ahead, the rate of RFQ’s received in FY17 has dropped from FY16 except in Missouri where
we are definitely seeing enhanced opportunities due to SO Region’s efforts led by Steve Raskin.

We are just now beginning to see the results of our efforts focusing on client representatives who
have moved to new districts with a FY18 win in Glenview School District 34 (former Superintendent
of River Trails SD 26), shortlisting in North Shore School District 112 (three former client
representatives including the CSBO) and Rich Township High School District 227 (former
Superintendent of CHSD 155).