10 Midland Ave • Newton MA 02458 PLEASE ENSURE THIS SURVEY IS SAVED AS AN EXCEL FILE PSMJ s 2011 A E Be

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10 Midland Ave • Newton MA 02458 PLEASE ENSURE THIS SURVEY IS SAVED AS AN EXCEL FILE PSMJ s 2011 A E Be Powered By Docstoc
					                                         10 Midland Ave. • Newton, MA 02458
                               PLEASE ENSURE THIS SURVEY IS SAVED AS AN EXCEL FILE
                     PSMJ's 2011 A/E Benchmark & Business Survey Questionnaire
This Benchmark & Business Survey is being conducted for the Association of Consulting Engineering Companies | Canada (ACEC)

            Your firm code number is found in the e-mail with this survey questionnaire link:
                           HOLD MOUSE POINTER OVER RED ARROWS TO UNCOVER DEFINITIONS
FIRM DESCRIPTIVE INFORMATION

  1 FIRM SIZE
 1a Professionals who work more than 50% on projects
    1aa Engineers
    1ab Architects
    1ac Planners
    1ad Scientists
    1ae Geologists
    1af Other Professionals
          Total Professionals (Total aa to af)                                                                  -
 1b Technical staff who work more than 50% on projects
 1c Non-tech staff who work more than 50% on projects
 1d All other staff
 1e Total staff (1a thru 1d)                                                                                    -

2      ADDITIONAL STAFF INFORMATION
 2a    Number of staff leaving firm in last year
 2b    Number of staff joining firm in last year
 2c    Number of partners/principals in the firm
 2d    Number of project managers in the firm
 2e    Number of full-time marketers
 2f    Is your marketing director a partner (owner)?                                                      YES        NO

 2g    Number of accounting staff in the firm
 2h    Number of computer support staff in the firm
  2i   Number of human resources staff in the firm

3      MAJOR PROFESSIONAL SERVICE OFFERED IN-HOUSE
 3a    A/E/P (Full-Service)                                                                                          %
 3b    Architecture/Engineering (A/E)                                                                                %
 3c    Engineering (Prime)                                                                                           %
 3d    Engineering (Subconsultant)                                                                                   %
 3e    Engineering (Survey)                                                                                          %
  3f   Earth Sciences/Geotechnical/Testing/Labs                                                                      %
 3g    Design/Build                                                                                                  %
 3h    Construction Management                                                                                       %
  3i   Architecture Only                                                                                             %
  3j   Architecture/Interior Design                                                                                  %
 3k    Interior Design Only                                                                                          %
  3l   Landscape Architecture                                                                                        %
3m     Aerial Photography (Mapping)                                                                                  %
 3n    Planning and Development                                                                                      %
 3o    Adjustment to make total add to 100%                                                                      100 %
       Total                                                                                                    100 %

4      GEOGRAPHIC AREA OF PRACTICE
       Canada
4a         Northern                                                                                   %
4b         British Colombia                                                                           %
4c         Alberta
4d         Western                                                                                    %
4e         Ontario                                                                                    %
4f         Quebec                                                                                     %
4g         Atlantic                                                                                   %
4h                          All Canada (Automatic Calculation)                                                  -   %

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4i       United States                                                                                                         %
4j       International                                                                                                         %
         Adjustment to make total add to 100%                                                                              100 %
         Total of All Areas--Must equal 100%                                                                              100
5    PORTION OF TOTAL REVENUES DERIVED FROM TYPE OF CLIENT
      5a Percentage of Total Revenues from Private-Sector Clients                                                             100 %
      5b Percentage of Total Revenues from Public-Sector Clients (enter as whole number)                                          %

6    CLIENT'S PRICE SELECTION & NEGOTIATION PREFERENCE
     6a Price Criteria (Total Price)-Lowest total price                                                                           %
     6b Price Criteria (Rates)-Lowest overhead %, billing rate, etc                                                               %
     6c Non-Price Criteria (Lump Sum)-Other factors, lump sum                                                                     %
     6d Non-Price Criteria (T&M)-Other factors, Time&Materials                                                                    %
         Adjustment to make total add to 100%                                                                                 100 %
         Total                                                                                                                100 %

7    TYPE OF CLIENT MARKET SERVED ( % of your total revenues)
     7a Transportation                                                                                                            %
     7b Building Construction                                                                                                     %
     7c Water & Wastewater                                                                                                        %
     7d Environmental/Remediation                                                                                                 %
     7e Industrial & Manufacturing                                                                                                %
     7f Power/Energy/Utilities                                                                                                    %
     7g Mining & Metallurgy                                                                                                       %
     7h Oil and Gas                                                                                                               %
     7i Pulp & Paper/Forestry                                                                                                     %
     7j Communications/IT                                                                                                         %
     7k Agriculture                                                                                                               %
     7l Other                      Other-enter description here                                                               100 %
        Total Must Equal 100%                                                                                                 100

8    TYPE OF ORGANIZATION OF PARENT FIRM
           Individual proprietorship         Employee-Owned Corporation
           Partnership                       Other - enter description here
           Private Corporation
           Public Corporation



9    ECONOMIC and MARKET FORECAST INPUT
                                                                              __________DOWN_________             ____________UP___________
                            Question                                          more than 5% less than 5%           less than 5%  more than 5%

     a     Compared to 2010, this year's revenues will be                         Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%



     b     Compared to 2010, this year's backlog will be                          Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%



     c     Compared to 2010, this year's proposal opportunities will be           Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%



     d     For 2011, project opportunities for the following will be:

                                                                                  Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%    No Opinion
     d1    Transportation

                                                                                  Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%    No Opinion
     d2    Building Construction

                                                                                  Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%    No Opinion
     d3    Water & Wastewater

                                                                                  Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%    No Opinion
     d4    Environmental/Remediation

                                                                                  Down > 5%    Down < 5%   SAME     Up < 5%           Up > 5%    No Opinion
     d5    Industrial & Manufacturing

                                                                                  Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%    No Opinion
     d6    Power/Energy/Utilities

                                                                                  Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%    No Opinion
     d7    Mining & Metallurgy

                                                                                  Down > 5%   Down < 5%    SAME     Up < 5%           Up > 5%    No Opinion
     d8    Oil and Gas


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                                                                                    Down > 5%     Down < 5%    SAME   Up < 5%           Up > 5%    No Opinion
     d9    Pulp & Paper/Forestry

                                                                                    Down > 5%     Down < 5%    SAME   UP < 5%           UP > 5%     No Opinion
     d10 Communications/IT

                                                                                    Down > 5%     Down < 5%    SAME   Up < 5%           Up > 5%     No Opinion
     d11 Agriculture

10   DESIGN/BUILD CONTRACT SERVICES

     10a Does your firm provide Design/Build Services?                                                                YES               NO
         If yes, indicate the percentage of your Design/Build Contracts where your firm is:
     10b Owner's Representative                                                                                                     %
     10c Joint Venture Partnership                                                                                                  %
     10d Subcontractor                                                                                                              %
     10e Other (describe)               Other - enter description here                                                          100 %
         Total Must Equal 100%                                                                                                  100

     10f. Compared to the prior year, Design/Build contracting is:                  Down > 5%     Down < 5%    SAME    Up < 5%          Up > 5%



11         Most Recent Year Financial Data                     (All Dollar Values in Thousands)

           Financial Parameter                                                         FYE 2010
     a     Total (Gross) Revenue                                                                       ,000
     b     Net Revenue                                                                                 ,000
     c     Operating Profit (Pre-Bonus, Pre-Tax)                                                       ,000
     d     Incentive Bonuses                                                                           ,000
     e     Profit before Tax (After Bonus, Pre-Tax)                                                    ,000
     f     Total Direct Labour Hours                                                                   Hours
     g     Total Hours (all staff)                                                                     Hours
     h     Employees Joining the Firm (last year)--from 2b above                                     0 Employees
     i     Employees Departing the Firm (last year)--from 2a above                                   0 Employees
     j     Total Direct Labour Costs                                                                   ,000
     k     Indirect Labour                                                                             ,000
     l     Payroll Burden                                                                              ,000
     m     Target Direct Labour Multiplier
     n     Total Overhead (excl.bonus)                                                                  ,000
     o     Net Revenues Backlog                                                                         ,000
     p     Average $ WIP                                                                                ,000
     q     Average $ A/R                                                                                ,000
     r     Insurance Costs                                                                              ,000
     s     Marketing Labour and Expenses                                                                ,000
     t     Training Labour and Expenses                                                                 ,000
     u     In-House IT/Computer Services and Software Costs                                             ,000
     v     Outsourced IT/Computer Service Costs                                                         ,000
     w     Human Resources Personnel and Costs                                                          ,000
     x     Accounting Personnel and Costs                                                               ,000
     y     Interest Expense                                                                             ,000
     z     Capital Expenditures                                                                         ,000
     aa    Depreciation and Amortization                                                                ,000
     ab    Scientific Research and Experimental Development Credits                                     %




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12           Prior Year Financial Data (All Dollar Values in Thousands)
            Financial Parameter                                                     FYE 2009
     a      Total (Gross) Revenue                                                                   ,000
     b      Net Revenue                                                                             ,000
     c      Operating Profit (Pre-Bonus, Pre-Tax)                                                   ,000
     d      Incentive Bonuses                                                                       ,000
     e      Profit before Tax (After Bonus, Pre-Tax)                                                ,000
     f      Total Direct Labour Hours                                                               Hours
     g      Total Hours (all staff)                                                                 Hours
     h      Employees Joining the Firm (last year)                                                  Employees
     i      Employees Departing the Firm (last year)                                                Employees
     j      Total Direct Labour Costs                                                               ,000
     k      Indirect Labour                                                                         ,000
     l      Payroll Burden                                                                          ,000
     m      Target Direct Labour Multiplier
     n      Total Overhead (excl.bonus)                                                             ,000
     o      Net Revenues Backlog                                                                    ,000
     p      Average $ WIP                                                                           ,000
     q      Average $ A/R                                                                           ,000
     r      Insurance Costs                                                                         ,000
     s      Marketing Labour and Expenses                                                           ,000
     t      Training Labour and Expenses                                                            ,000
     u      In-House IT/Computer Services and Software Costs                                        ,000
     v      Outsourced IT/Computer Service Costs                                                    ,000
     w      Human Resources Personnel and Costs                                                     ,000
     x      Accounting Personnel and Costs                                                          ,000
     y      Interest Expense                                                                        ,000
     z      Capital Expenditures                                                                    ,000
     aa     Depreciation and Amortization                                                           ,000
     ab     Scientific Research and Experimental Development Credits                                %




13        FINAL INSTRUCTIONS

     1.     Please go back and review the entire questionnaire again. Do your answers conform to the intent of the instructions?

     2.       Once you have finished inputting your firm's data, please be sure to save the file to your
                  hard drive using the "Save As" function and follow the Final Instructions on the
             Instructions Tab to e-mail your completed file. This Excel file does not automatically save
               or submit your questionnaire to PSMJ. Please email your completed questionnaire to
                                     acecsurvey@psmj.com by March 31, 2011.

     3.     By completing the survey questionnaire you will receive a FREE, customized Business Benchmark Tool that contains
            your firm's data after the survey is published in June 2011!


                                                        Thank You for Your Participation!




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                                                                   ACEC Benchmark and Business Survey Questionnaire


                                                                               INSTRUCTIONS
                           PSMJ's 2011 A/E Benchmark & Business Survey Questionnaire
     This is the 2011 Association of Consulting Engineering Companies | Canada (ACEC) Business& Benchmark Survey being conducted by PSMJ Resources,
                                                                             Inc.

The information provided by each participating firm will be held in strict confidence. No one will be able to match your data with your firm.

The form of the questions and definitions are a result of an effort by PSMJ and ACEC to define the most important business benchmarks and utilizes the feedback of
participants and users of prior PSMJ and ACEC surveys.

It is very important that you submit good data, so we ask that you spend the necessary time to fill out the questionnaire correctly and completely. Here are some specific
requests along this line:

A.         The questionnaire is organized into three areas of information. The first asks questions on the characteristics of your firm, the second on your expectations for
           2011 economic and market forecasts, and the third is your financial performance through the past two years, each ending on December 31st of the respective
           year or the latest fiscal year information with the majority of activity in the given calendar year.

B.         Read through the entire questionnaire and instructions before beginning to fill in any data.

C.         All information should be reported in Canadian dollars.

D.         Some items may be requested in a different format from what you are used to. We ask that you re-cast your figures into our format so that we have consistent
           data.

E.         This survey requires that all questions be answered, as the analysis program has been designed to relate answers to other answers. If your firm has no
           expenditures in any given area, please indicate by leaving the space BLANK.

F.         If you do not have exact figures, a close approximation or your best estimate is fine.

G.         Questionnaires are subject to return as invalid if the data is not sufficient for analysis. Do not report for divisions of your firm that are not involved in providing
           professional services. This may entail some segregation or allocation of revenues and expenses.

H.         If you have branches or subsidiaries, use consolidated figures. Exclude joint ventures except in the amount of revenue and expenses accruing to your firm from
           these efforts.

I.         If you are owned by a parent firm that owns several independent professional services firms, report only your results.

J.         Use data from the end of each calendar (or fiscal) year end for which figures are available.

K.         Report in the units asked for on the questionnaire (i.e., if dollars are asked for, do not use percent and vice versa). Where a yes or no answer is requested, please
           enter the response of your choice.

L.         For dollar values, round to the nearest $1,000. For percentages, round to the nearest whole number. For employees, round to the nearest whole number. Please
           omit the 000s if we have used 000 in the response area where this applies.


M.         Read through the entire questionnaire before beginning to fill in any data. Refer to the comment notes that pop up when you point to a specific cell. If you have
           any specific questions, e-mail Dan Daniels at ddaniels@psmj.com.
                                                       PLEASE ENSURE THIS SURVEY IS SAVED AS AN EXCEL FILE

FIRM DESCRIPTIVE INFORMATION

1          FIRM SIZE
1.         We are looking to establish the size of your firm at the end of the calendar (fiscal) year and to distinguish between technical/professional staff and others.

     Note: To convert part-timers, summer help and casual/contract employees to full-time people equivalents divide these hours by 1,950. Please include part-
           timers at full-time people equivalents in the appropriate category of staff. For example, if the total hours charged by part-time employees in the
           financial department is equal to 10,000 hours, this is equal to 5.1 FTE, rounded to 5 FTE.
1a.        Include all professional staff who work more than 50% of their time on projects, including principals. “Professional staff” is defined as licensed professionals or
           graduates who are in the process of becoming licensed under a provincial or territorial body. Please provide a further breakdown by engineer, architect, etc.


1b.        Include all technical staff (include drafters, technicians and designers who work on projects more than 50% of their time). Exclude professionals reported in item
           1a.

1c.        Include all non-technical personnel (word processing operators, computer operators, spec typists, etc.) who spend more than 50% of their time on projects.


1d.        Include all others, such as financial, marketing, secretarial and other support staff who do not work more than 50% of their time on projects. This includes
           principals who charge less than 50% of their time to projects.

1e.        The total of items 1a through 1d.
2        ADDITIONAL STAFF INFORMATION
2.         We want to determine industry turnover rates and the ratios of various staff types.

2a.        Indicate the number of people who left the firm during the past year, including retirements, resignations, terminations, layoffs, etc.

2b.        Indicate the number of people who joined the firm (new hires) in the past year.

2c.        Indicate the number of partners/principals (including owners/shareholders for employee-owned enterprises) you have in the firm. Include only those who are
           currently employed full time by the firm. Do not include the number of shareholders of public corporations.




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2d.       Indicate the number of people in your firm who have direct responsibility for the management of projects (project managers).

2e.       Only include those engaged in business development (marketing, sales, etc.) full time (over 75%). Include principals, marketing staff and clerical support. Do not
          include staff who spend a lesser portion of their time in business development (such as a project manager).

2f.       Please indicate if Director of Marketing (or other title designating responsibility for your firm’s marketing efforts) is a partner/principal (owner) in your firm. Indicate
          Yes or No.

2g.       Only include those engaged in accounting full time (over 75%), including principals, accounting staff and clerical support. If some individuals work on accounting a
          portion of their time, use full-time equivalents (FTE) by dividing these hours by 1,950.

2h.       Only include those engaged in computer operations full time (over 75%), including principals, and MIS staff and clerical. If some individuals work on computer
          support a portion of their time, use full-time equivalents (FTE) by dividing these hours by 1,950. Computer operations does not include the use of applications in
          the performance of other jobs (such as CAD use on projects).
2i.       Only include those engaged in human resources activities full time (over 75%), including principals, and HR/personnel department staff and clerical.

    Note: To convert part timers, summer help and casual/contract employees to full-time people equivalents divide these hours by 1,950. Please include part
          timers at full-time people equivalents in the appropriate category of staff. For example, if the total hours charged by part time employees in the
          computer department is equal to 10,000 hours, this is equal to 5.1 FTE, rounded to 5 FTE.
3         MAJOR PROFESSIONAL SERVICE OFFERED IN-HOUSE
          We want you to identify your firm type, based on the services you provide in-house. If possible, please choose only one of the types listed as indicative of your
          primary service(s) and indicate this selection as 100%. If you cannot choose only one of the types of services indicated, ensure that at least one of your selected
          service types is indicated at greater than 50%.
4         GEOGRAPHIC AREA OF PRACTICE
          We want to see where you do the majority of your work. Please estimate the percentage of your total revenues that are obtained from the following regions. The
          definition of the regions follows:

                 a. Northern Canada - Report % of total revenues generated from the provinces of Yukon, Northwest Territories, Nunavut

                 b. British Columbia - Report % of total revenues generated from British Columbia

                 c. Alberta - Report % of total revenues generated from Alberta

                 d. Western Canada - Report % of total revenues generated from the provinces of Saskatchewan and Manitoba

                 e. Ontario - Report % of total revenues generated from Ontario

                 f. Quebec - Report % of total revenues generated from Quebec

                 g. Atlantic Canada -Report % of total revenues generated from New Brunswick, Nova Scotia, Prince Edward Island, and Newfoundland.

                 h. All Canada - “All Canada” will be automatically calculated.

                  i. United States- Report % of total revenues generated from the United States

                  j. International - Report % of total revenues generated from outside both Canada and the United States
5         PORTION OF TOTAL REVENUES DERIVED FROM TYPE OF CLIENT
          We would like to know if you do most of your work under bureaucratic rules and regulations. Thus, include under government clients all federal, provincial, and
          municipal/local agencies as well as clients who receive government grants. Everything else goes under private. Precise accuracy is not needed - round to the
          nearest 5%.
6         CLIENT'S PRICE SELECTION & NEGOTIATION PREFERENCE (Estimate % of your fee for each of the following:)
          Here we are looking to segregate the work you have been awarded into four different types of client's price selection/negotiation methods. Often, individual
          clients consistently select firms and negotiate contracts based on the same method. An estimate of the percentage of your total work which makes up each type
          of selection/negotiation method is acceptable, but the total should equal 100% of your fees. Definitions include:
          6a.       Price Criteria (Total Price): The client selects (or negotiates) the winning bid/proposal based on the total price only. The client does not look at scope or
                    schedule as primary considerations but only to the total price of the bid. In addition, a client might negotiate a potential lower price by stating, "We would
                    like to use you, but your price is $10,000 above another firm."
          6b.       Price Criteria (Rates): Client selects (or negotiates) based on proposed billing rates. The client selects the winning proposal/bid based on obtaining the
                    lowest possible pricing as reflected through low rates. The client does not look at scope or schedule as primary considerations but only to the lowest
                    possible billing rates of the various bids. An example would be a client who evaluates labour multipliers, hourly labour or maximum billing rates or
                    maximum overhead rates. The final contract may be time and materials or lump sum (such as government contracts where cost data is converted to
                    lump sum contract).
          6c.       Non-price criteria (Lump Sum). Client selects (or negotiates) on factors other than price and the final contract is lump sum. Client focus in selection
                    and negotiations is on the scope of work, schedule and other non-price factors. The only reference to price during the selection is based upon cost
                    changes due to varying scope or schedule requirements. The client does not compare rates or firm prices. Final contract is lump sum.

          6d.    Non-price criteria (T&M). Client selects (or negotiates) on factors other than price and the final contract is time & materials. Client focus in selection
                 and negotiations is on the scope of work, schedule and other non-price factors. The only reference to price during the selection is based upon cost
                 changes due to varying scope or schedule requirements. The client does not compare rates or firm prices. Final contract Time & Materials (hourly or
                 level of effort).
7         TYPE OF CLIENT MARKET SERVED ( % of your total revenues)
          Here we are looking for percentage of revenues from each type of client market(s) you serve. If you do not have precise figures, or have some projects that may
          include multiple types of work, use an estimate. An estimate to within 5% is acceptable. Definitions include:
                7a. Transportation - Federal, provincial, and municipal/local governments, departments, agencies and authorities. Work includes roads, bridges, air
                    transport, rail (including public transit), marine ports and harbours and seaway shipping.
                7b. Building Construction - Federal, provincial, municipal/local, and institutional agencies such as health care, school boards and universities. Also include
                    commercial and residential. Work includes office buildings, commercial buildings, residential buildings, schools, hospitals, prisons, courts, military bases
                    and other building construction.
                7c. Water/Wastewater - Federal, provincial, and municipal/local governments, departments, agencies, authorities and private sector water and wastewater
                    owners. Includes transmission pipelines and plants for potable water distribution or sanitary treatment, including source and disposal facilities.




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              7d. Environmental/Remediation - Federal, provincial, and municipal/local governments, departments, agencies as well as private-sector owners. Work
                  includes waste disposal, mitigation and remediation projects for waste and environmental restoration.
              7e. Industrial and Manufacturing - Includes private-sector clients. Work includes factories and process plants.

               7f. Power/Energy/Utilities - Includes projects for energy, such as hydroelectricity, thermal and nuclear energy, wind energy, etc. Include power generation,
                   transmission lines and substations, and facilities and pipelines. Also includes on-site cogeneration projects by private-sector owners.
              7g. Mining & Metallurgy- Includes projects for clients in the mining and metallurgy markets.

              7h. Oil & Gas-Includes projects for clients in the oil and gas industry. Includes exploration, refining, transmission, etc. of oil and gas products.

               7i. Pulp & Paper/ Forestry- Includes projects for clients in the pulp & paper and forestry markets.
               7j. Communications/ IT- Includes projects for clients in the communications and information technology markets. Includes telephone, telecommunications,
                   satellite, internet, cable, wireless stations, etc.
              7k. Agriculture- Includes projects for clients in the agriculture markets.

               7l. Other- Includes projects for clients not included in the above client/project types. Provide the name of this client sector.
8        TYPE OF ORGANIZATION OF PARENT FIRM

         We are looking for the primary form of organization of the entity that performs the professional services.

9        ECONOMIC and MARKET FORECAST INPUT

         We are attempting to assess your firm's outlook for this year's general business climate, both in comparison to last year's results as well as your 2011 projections
         for specific market sectors. Please provide your best estimate in each case. If you do not perform work within a given client sector, indicate No Opinion.


10       DESIGN/BUILD CONTRACT SERVICES

         We are attempting to determine if your firm conducts business using Design/Build contracts. If so, what percentage of the contracts does your firm act as owner's
         representative, joint venture partnership, or as a subcontractor. If none of these apply, indicate what role your firm assumes and the associated percentage. In
         addition, please indicate the trend in the Design/Build process with respect to last year.

11       Most Recent Year Financial Data (All Dollar Values in Thousands)
         We are looking for specific financial and business information reflecting your income statement and balance sheet at the end of 2010. This
         information should reflect the end of calendar year 2010 or your latest available fiscal year information with the majority of activity in 2010 that
         reflects an entire year of performance.

     a   Total (Gross) Revenue--This is total earned revenues whether billed or unbilled, including fees, consultants, reimbursables and any markups. DO NOT include
         construction and subcontractor revenues and other types of revenues not closely related to providing planning and design services such as revenue from a non-
         design subsidiary, interest income, real estate investments, etc.

     b   Net Revenue - revenues generated by in-house labour, thus excluding non-labour direct expenses, such as outside consultants. Defined as Total (Gross)
         Revenue less outside direct expenses such as outside consultants, and any markups, construction related to specific projects, testing by others for specific
         projects, site surveying and/or mapping expenses, equipment usage on projects, specific project insurance or bonding, furnishing and equipment turned over to
         the owner, project related travel, expenses for models--renderings--project photography, project supplies, project printing.

     c   Operating Profit (Pre-Bonus, Pre-Tax) -profit before year-end bonuses, distributions and taxes. Generally accepted as the profit (or loss) that results from
         recurring business operations.

     d   Incentive Bonuses- voluntary distribution of profits to owners and non-owners in the form of performance bonuses and incentive compensation, and profit sharing.

     e   Profit before Tax (After Bonus, Pre-Tax) - annual total revenues less all project (direct) and operating expenses (overhead) but prior to paying income taxes.


     f   Total Direct Labour Hours-total staff hours charged directly to projects, whether reimbursed by client or not.

     g   Total Hours (all staff)-total hours charged by all staff members (total labour), both direct and indirect, including staff, principals, and part-time employees.

     h   Employees Joining the Firm (last year)-indicate the number of employees who joined, or rejoined, the firm last year (new hires)
     i   Employees Departing the Firm (last year)-indicate the number of people who left the firm last year, including retirements, resignations, terminations, layoffs, etc.

     j   Total Direct Labour Costs - project labour, including principals and non-technical staff, priced at raw salary cost (which does not include fringes). Includes base
         salary and overtime pay. Does not include vacation pay, sick leave, holidays or other non-project time. Do not include bonuses.
     k   Indirect Labour-all labour not charged to projects priced at raw salary cost. Does not includes holiday, vacation, sick costs for entire staff which is included in
         payroll burden. Does not include bonuses.
     l   Payroll Burden-salary related overhead, such as retirement and unemployment payments to federal and provincial governments such as Employment Insurance,
         Canada Pension Plan, Workers Compensation, Employer Health Tax, pay for time not worked including vacation, sick leave, holidays and other paid time.
         Includes health, life and other voluntary insurance programs, retirement or pension plans, and other fringe benefits. Do not include bonuses. Used to determine
         direct personal expense factors.
     m   Target Direct Labour Multiplier- the billing multiplier you would quote to a client on a time-and-materials project. Note it includes overhead and profit and is
         multiplied by direct labour and not direct personnel expense.
     n   Total Overhead (excl.bonus) - indirect labour, payroll burden, computer costs not charged to projects, rent, utilities, maintenance, depreciation, communications,
         insurance, interest, bad debts, training, legal and accounting, supplies, dues and registrations, business taxes, property taxes, etc. Does not include bonuses or
         income taxes.
     o   Net Revenues Backlog-Indicate the amount of your contracted Net Revenues backlog. This is defined as the portion of net project revenue still to be completed,
         plus the net revenue value of project contracts awarded but not yet started. Do not include projects you are marketing but have not yet been awarded

     p   Average $ WIP-Average the work in process asset account over the year. This is calculated by totaling the balance sheet figure for each month (calculated at fully-
         loaded billing rates) and dividing by 12.




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                                                                             PSMJ Resources, Inc.
                                                                ACEC Benchmark and Business Survey Questionnaire

     q    Average $ A/R-Average the accounts receivable asset account over the year. This is calculated by totaling the figure for each month and dividing by 12 (use
          figure upon monthly completion of your billing cycle).
     r    Insurance Costs- include the costs of Professional Liability Insurance, Directors and Officers Insurance, and other general business insurance. Do not include
          group insurance (health, life, etc.).
     s    Marketing Labour and Expenses-total of raw salary cost for all time spent on marketing and/or business development (full-time marketing and part-time by other
          staff), plus marketing expenses such as firm brochures, marketing-related printing, advertising, marketing travel, public relations, proposals, direct mail, web site
          costs, etc.
     t    Training Labour and Expenses-raw salary plus expenses of people attending training sessions, including external course fees, seminars, in-house group training,
          etc.
     u    In House IT/Computer Services and Software Costs-include the annual costs of new software, including maintenance, upgrades, and the raw salary of any
          permanent IT staff personnel. Do not include computer hardware which is part of capital expenditures.
     v    Outsourced IT/Computer Service Costs-include the costs of all computer and/or information technology services that are purchased by the firm.

     w    Human Resources Personnel and costs-include the raw salary costs of human resources personnel. Include human resource expenses such as recruiting
          expenses, recruitment ads, associated travel, etc.
     x    Accounting Personnel and costs-include the raw salary costs of all accounting personnel and any associated accounting expenses.
     y    Interest Expense-indicate any interest expense paid by the firm used to finance both working capital and/or capital purchases.
     z    Capital Expenditures-indicate the original purchase price for property, buildings and equipment, leasehold improvements, including office and computer equipment
          purchased during the year.
     aa   Depreciation and Amortization-indicate the total dollars of depreciation and amortization charged against all capital equipment/assets for the year.

     ab   Scientific Research and Experimental Development Credits-provide the percent value of overall Scientific Research and Experimental Development tax credits
          received on qualified property and expenditures during the year.



12         Prior Year Financial Data (All Dollar Values in Thousands)

          Here we are looking for specific financial and business information reflecting your income statement and balance sheet at the end of 2009. This information should
          reflect the end of calendar year 2009 or your latest available fiscal year information with the majority of activity in 2009 that reflects an entire year of performance.
          Please note the instructions above.


13        FINAL INSTRUCTIONS

          1.        Please go back and review the entire questionnaire again. Do your answers conform to the intent of the instructions?

          2.        Once you have finished inputting your firm's data, please be sure to save the file to your hard drive using
                    the "Save As" function and follow the Final Instructions on the Instructions Tab to e-mail your completed
                    file. This Excel file does not automatically save or submit your questionnaire to PSMJ. Please email your
                    completed questionnaire to acecsurvey@psmj.com by March 31, 2011. Ensure that your unique identifying
                    number is on the submitted questionnaire.


          3.        By completing the survey questionnaire you will receive a FREE, customized Business Benchmark Tool that contains your firm's data after
                                                                      the survey is published in June 2011!


                                                                            Thank You for Your Participation!




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DOCUMENT INFO
Description: Survey Questionnaire on Marketing Department Performance document sample