Page 23 - 2022 Annual Report 2022 FINAL

PRESIDENT’S REPORT

PEOPLE
OUR
OUR ARE 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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