Page 90 - Annual Report 2016 - Cover & Divider Pages.indd

B U S I N E S S D E V E L O P M E N T

FY 2015 business development sales were not calculated in relation to our targeted $5.2M in
gross fee sales and $3.5M in net fee sales. Our overall profit of $456,367 was 84% of our target of
$540,451, underperforming our target profit by $84,084.

Municipal Practice Summary
Business Overview
9/30/2016 100% Benchmark at September 30

Sales/Revenue/Marketing Costs
Summary
Sales (see Sales Report) Annual Target Actual YTD Percent of Target

Gross Fees $5,225,790
Net Fees $3,501,940

Marketing Costs Annual Target Actual YTD Percent of Target

Labor (Hours) 6,237
Labor ($) $270,000 $265,290 98%
Out-of-pocket expense $170,000 $158,032 93%
Total Marketing Cost $440,000 $423,322 96%

Project Performance
Annual Target Actual YTD Percent of Target
Gross Fees $4,818,231
Net Fees $3,603,007 $3,349,343 93%
Profit (Loss) $540,451 $456,367 84%
Percent of Net Revenue 15% 13.6%

Forecast As at
10/01/2015
Through September 30 $0
October 1 and Beyond $2,154,084
Total Backlog $2,154,084

We experienced relatively flat project growth in all our markets during 2016. We are still
experiencing a strong fire market in the St. Louis area and resurgent recreation market in the
Chicagoland area.

The continued trend experienced most often last fiscal year was many of our client’s decisions to
delay projects which decreased our projected net revenue to the tune of approximately
$250,000. This year the result of the political decision making process and economic climate in
Illinois has affected the progress of the following projects: the remodeling of three floors of the
Cook County Building; the City of Edwardsville Combined Police/Fire Building which was delayed
in Design Development to add more scope; freezing of PARC Grants by the State of Illinois which
resulted in delays for a recreation center in Mundelein and recreation center remodel in Park
Ridge, and property acquisition indecision for a City of St. Charles, IL police station. The good
news is that all these projects are underway or ready to be started (with the notable exception