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NSCA Briefing Released

NSCA's Q2 Market Intelligence Briefing is now available to NSCA corporate members.

NSCA's Q2 Market Intelligence Briefing (MIB) -- Sales Management Trends in the Commercial Electronic Systems Industry -- is now available to NSCA corporate members.

"One of the most critical findings is the significance of relationships for business," said Jodi Montgomery, senior director of member services. "Winning the first sale is crucial, but repeat customers evangelize the services and talents of your company."

The report polled and divided the industry into two distinct elements: systems contractors/integrators and independent technical/design consultants. The Q2 research is a companion to NSCA's Q1 report.

Some of the findings include:

  • A majority of companies do either formal or informal revenue forecasting. The report analyzes the difference between these two terms and how businesses predict future growth.
  • Company size, geographic region, and applications specialty all play a role in allocating sales team resources.
  • Most systems contractors/integrators report they produce 16 proposals each month. Independent technical/design consultants report they write about 10 per month.
  • Repeat customers and clients are critical for success. The Q2 MIB analyzes the percentage of clients that return for the second time and the best way to attract repeat business.
  • Visit the NSCA Web site for more information.



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