Sales in an Age of Falling Multipliers: Training Scientists and Engineers to Develop New Business
Over the past 30 years, the consulting engineering business has become increasingly competitive. Advances in technology from Fed Ex to Fax and, of course, in all aspects of computerization have allowed almost unimaginable increases in efficiency and the speed with which information can be analyzed and delivered to clients.
The hazardous waste boom in the 80s and the increasing need for infrastructure in growing economies led to more entrants to the market and increasing, more efficient competition in consulting engineering.
As competitive pressures increased, hourly rates for services were forced downward. The multiplier of raw salary to billing rates continued to free fall from numbers on the order of 3.5 in the late 70s, to the high twos in the 80s, to the present range which is on the order of 2.5 or less. The net result of falling rates has been increasing pressure to keep billability high and overhead low.
The largest firms (those with over 1,000 employees) can do more with lower overhead because of efficiencies gained from having the same...
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