Marketing Research: Strategies to Win Work (June 16, 2009) Speaker: Julie Olson, FSMPS, Partner, Godwin Olson LLC
Surviving…or Thriving?! A/E/C Market Outlook and Opportunities (May 5, 2009) Speaker(s): Mark F. (Rusty) Sherwood, Vice President, Market Development, McGraw-Hill Construction’s Global Accounts
Strategic/Business/Marketing Planning
Beyond Strategic Planning: Developing Competitive Strategies to Build Business (April 19, 2011) Speaker: Clare G. Ross, CMC, Chairman, Clare Ross Organization, LLC
BIM: Separating Reality from Myth (September 20, 2011) Speaker: David C. Fouché, RA, LEED BD+C, Senior Technologist, Government Facilities & Infrastructure, CH2M HILL
Capitalizing on Referrals in Your Marketing Plan (November 15, 2011) Speaker: Robin Broder, Vice President of Marketing, MMC Corp
Create and Implement a Strategic Marketing Plan (March 6, 2008) Speaker(s): Kelly Laabs, Director, Business Development, Wespac Construction
Crisis Communication: The Elephant in the Room (February 21, 2012) Speakers: Jennifer C. Van Vleet, CPSM, Vice President of Corporate Marketing and Leslie White-Hebert, Marketing Manager, Coffman Engineers, Inc.
Winning Strategies for Powerful Project Interviews, Q&A Sessions, and Owner Debriefings (July 20, 2010) Speakers: Hilari Weinstein, President, High Impact Communication, and Lori Stanley, President, Selection Solutions Consulting
Client and Business Development
Break The Rules...Close More Sales (August 14, 2007) Speaker(s): Merit Gest, Total Selling Solutions
Building a Memorable Presentation (September 23, 2008) Speaker: Michael T. Buell, CPSM, Business Development Director, URS Corporation
Don’t Put Your Socks on in the Dark: Building a BD Process for Your Firm (June 5, 2008) Speaker(s): William R. Long, P.E.; Thomas S. Townes, AIA, CPSM
Face the Music: Be a Business Development Rockstar! (July 17, 2007) Speaker: Anne Scarlett, President, Scarlett Consulting
Highly Effective Business Development Habits for Project Managers (December 15, 2009) Speaker(s): Judith Nitsch, P.E., LEED AP, FSMPS, CPSM, President, Nitsch Engineering, Inc.; N. Scott Bates, Vice President, Tishman Construction Corporation of Massachusetts; Heather Taylor, AIA, LEED® AP, Principal, Einhorn Yaffee Prescott (EYP); Susan Shelby, CPSM, Principal, Rhino PR
How to Kick Doors Open & Other Sizzling Business Development Strategies! (January 15, 2008) Speaker(s): Catherine Blake, President, Sales Protocol International
Ignite Your Marketing Program to Action: Client Surveys (May 15, 2012) Speaker: Danielle B. Feroleto, MA, CPSM, President/Owner, Small Giants LLC
Inside Marketer to Outside Business Developer: The Challenges and Rewards of the Transition (September 21, 2010) Panelists: Anne Crowe Kroger, Director of Business Development, Walker Parking Consultants; Jennifer Crawford, Business Development Manager, Western Region, Syska Hennessy Group; Ashley Dale, Business Development Manager, Parrish Construction Group
Moderator: Karen O. Courtney, Architect
Leveraging Client Relationships: How to Ask, Accept, and Act Upon Client Feedback (October 20, 2009) Keri Hammond, CPSM, Principal, MARKETLINK and Stephanie Craft, CPSM, Principal, MARKETLINK
Leveraging Multigenerational Leadership in Our Firms and with Our Clients (October 18, 2011) Speakers: Jonathan Bahe, Managing Director, Design Futures Council, and Associate Principal, Greenway Group, and Doug Parker, Managing Principal, Greenway Group
Motivate and Train Technical Staff to be Effective Business Developers (February 19, 2008) Speaker(s): Kay Godwin, FSMPS, CPSM, Principal, Marketing Avenues
Project Staff: Getting Repeat Work (March 15, 2011) Speaker: Judith Nitsch, P.E., LEED AP, FSMPS, CPSM, Founding Principal and Chairman, Nitsch Engineering
Public Speaking Strategies - Empowering Your Staff to Communicate Effectively (March 17, 2009) Speaker(s): Mike Totsch, Shelley Metz Baumann Hawk
Relationship-Based Business Development (July 19, 2011) Speaker: Rachel Vogel, Associate Principal Business Development, Hahnfeld Hoffer Stanford
The Introvert’s Secret to Networking (November 17, 2009) Speaker: Tim Klabunde, MBA, Director of Marketing, William H Gordon Associates
Promotional Activity
10 Steps for Launching an Award-Winning Communications Program (April 17, 2012) Speaker: Susan Shelby, CPSM, Principal, Rhino Public Relations
Become a Creative Superhero: How To Boost Your Creativity (August 16, 2011) Speaker: David W. Lecours, Creative Director, LecoursDesign
Business Writing 101 for A/E/C Marketers (June 15, 2010) Speaker: Jennifer P. Campbell, CPSM, WinMore Marketing Advisors
Convert Trade Show Leads into Sales (April 17, 2007) Speaker(s): Jefferson Davis, Competitive Edge
Effective Marketing Communications Strategies that Get Results and Win Awards! (February 7, 2008) Speaker(s): Kristy Alley, Sparling; Karen Courtney, AIA, FSMPS, Barton Malow; Rolf Fuessler, APR, FSMPS, Fuessler Group Inc.
Effective Marketing with Twitter (May 18, 2010) Speaker(s): Kim Walsh-Phillips, President, Inside Out Creative
Enhance Your Client Relations: Six A/E/C Myths That Disrupt Marketing and Business Development (December 13, 2011) Speaker: Mike Phillips, AIA, IIDA, President and Founder, Phillips Architecture PA
High-Impact Pre-Show Marketing: How to Identify & Attract Enough of the Right People to Your Exhibit (November 14, 2006) Presented by: Jefferson Davis, The Competitive Edge
How to Get Positive Press (November 18, 2008) Speaker: Sarah Woods, Principal, Bates Communications, Inc.
How to Get the Most Out of Direct Marketing (March 18, 2008) Speaker(s): Lisa Rhatigan, Senior Vice President, The Whetstone Group
Implementing and Measuring Social Media Marketing for A/E/C Firms (July 28, 2009) Speaker: Caitlin Jewell, Principal and Creative Director, Silverscape
Reinvent the Event (April 20, 2010) Speaker(s): Presenters: Bernice Bako, CPSM, Director of Marketing, Turner Logistics, and Ruth Millward, Partner, Millward and Millward LLC
The Insider’s Guide to Working with an Architectural Photographer (September 15, 2009) Speaker(s): Jerry Blow, Owner/Photographer, Jerry Blow Architectural Photography and Travis Hicks, Associate and Senior Design Architect, O'Brien/Atkins Associates
The Tradeshow Turn-around Program (May 16, 2006) How to Convert Tradeshows from "Expensive Appearances" to "Profit Centers"
Presented by: Jefferson Davis, CEO of Competitive Edge
Using the Web to Brand Your Firm: Client and Consultant Recount a Major Web Site Overhaul (May 17, 2011) Speakers: Kary Beck, Corporate Communications, Mead & Hunt, Inc., and John Thiel, Principal + Creative Director, THIEL Design
Qualifications and Proposals
Beyond Proposals: Marketing Practices that Pay Off in a Down Market (October 21, 2008) Speaker: Danielle B. Feroleto, CPSM, President/ Partner, Small Giants, LLC
Create Success with Effective Proposals (May 15, 2007) Speaker(s): Kimberly Kayler, Constructive Communication, Inc.
Defining Your Competitive Differentiators (January 18, 2011) Speaker(s): Wendy Nemitz, Principal, Ingenuity Marketing Group
How to Use the SF330 Form to Your Advantage and WIN (February 15, 2011) Speaker: Shiloh Spriggs, CPSM, Regional Sales Service Manager, Brown and Caldwell
Making the Cut! A Key to Understanding the Unspoken Requirements of an RFP (March 20, 2012) Speakers: Christine King, FSMPS, CPSM, Marketing Director, JE Dunn Construction, and Dena L. Wyatt, Principal, Marketing Evolutions
Pitch to Win: A Complete Approach to Pursuing Business, Making the Shortlist, and Winning When Opportunities Are Scarce (March 16, 2010) Speaker(s): Joey Asher, President, Speechworks, and Karen See, Professional Services Marketing Consultant
Rev Up Your SF330 to Win Federal Work (April 21, 2009) Speaker: Nancy J. Usrey, FSMPS, CPSM, Associate Vice President/Director of Marketing, HNTB Corporate Ventures Division
RFPs Suck! How to Develop Winning Proposal Strategies (January 17, 2012) Speaker: Tom Searcy, CEO and Founder, Hunt Big Sales
Strategizing Winning Proposals from Value Proposition to Differentiation--on Deadline (February 17, 2009) Speaker(s): Clare Ross, Chairman and Founder, The Clare Ross Organization
The Art & Science of Proposal Leadership (January 19, 2010) Speaker: Mary Beth Perring, FSMPS, Marketing Director/Associate, Bernardin, Lochmueller & Associates, Inc.
Win Federal Contracts in an Uncertain Economy: SF330 Form Secrets to Getting Shortlisted (April 3, 2008) Speaker(s): Neal J. Couture, CPCM, National Contract Management Association; Cindy Sears-Clemmons, CPSM, Jacobs Carter Burgess
Boxed Sets
A/E/C Marketing Foundations Boxed Set (October 10, 2008) Learn from industry experts how to take advantage of key resources to improve your marketing effectiveness and increase your bottom line.
Business Development Foundations Boxed Set (October 10, 2008) Designed for BD beginners, these programs will help you lay a foundation for building a successful business development program for your firm, elevate your skills as a business developer, and effectively build long-term client relationships.
Client Acquisition and Maintenance Boxed Set (July 24, 2009) Learn how to get on the short-list with a proposal that differentiates your firm from the competition, train your presentation team to impress during the interview, and strengthen relationships through a strong client debrief in this boxed set of recorded SMPS Webinars.
Marketing & BD Department Management Boxed Set (October 10, 2008) Learn how to manage your CRM, financial data, and marketing resources in this Webinar box set.
Marketing Activities Boxed Set (October 10, 2008) These three programs will help you improve core marketing functions that lead to your firm's success.
Research and Measurement Boxed Set (November 24, 2009) This boxed set of three recorded SMPS Webinars will help you conduct better market research, measure your marketing ROI, and apply metrics to your social media efforts.
Trade Show Marketing Webinar Boxed Set (March 7, 2008) If your firm participates in trade shows, this powerful three-part series will provide proven strategies and tools to get the most bang for your buck.
Marketing and Business Performance
Beating the Recession...Frontline Marketing Strategies for A/E/C Firms (May 19, 2009) Speakers: Michael Reilly, Reilly Communications, Becky Bozadjian, VHB/Vanasse Hangen Brustlin, Richard Nelson, Watkins Gray International, Tim Barrick, Ratio Architects
BIM and the A/E/C Marketer: Positioning Your Firm for Success (June 17, 2008) Speaker(s): Ted Sive, FSMPS, Ted Sive Consulting; Tony Stewart, AIA, Vice President for Business Development and Marketing, McKinstry
Don’t Make Decisions with Bad Data: Maximizing Google Analytics (December 14, 2010) Speaker(s): Danielle Leitch, Executive Vice President of Client Strategy, and Joe Teixeira, Director of Web Intelligence, MoreVisibility
Expecting a Miracle? Nurturing Your CRM System (December 12, 2006) Speaker(s): Gwenn Burnham, Consultant, Deltek Systems, Inc. and Pam Ingram, Partner / CRM Implementation Specialist, Plan B! Consulting
Financial Management for Marketing and BD Professionals (December 18, 2007) Speaker(s): Kevin Hebblethwaite, CPSM, President, EDI, Ltd. and June Jewell, President, Jewell & Associates
Five Marketing Tools that Make Life Easy (September 18, 2007) Speaker(s): Laurin McCracken, AIA, FSMPS, Carter & Burgess
It Takes a Village: Building Collaboration on Project Data Management (December 16, 2008) Speakers: Sheri L. Brezinka, CPSM, Director of Marketing, Weis Builders, Inc; Pamela M. Ingram, CRM/Info Center Specialist, Central Consulting Group
Leadership Influence: Knowing What It Takes to Lead and How to Get There (July 15, 2008) Speaker: Scott W. Braley, FAIA, FRSA, Principal, Braley Consulting & Training
Leveraging Your Skills: Building Value for Your Firm (and Your Career) Beyond the Marketing Role (June 21, 2011) Speaker: Rachel E. Yoka, LEED AP BD+C, CPSM, Vice President, Timothy Haahs & Associates
Marketing Team Organization and Process Management (October 19, 2010) Speaker: Marion T. Thatch, FSMPS, CPSM, Marketing Director, AMEC Geomatrix
Measuring Marketing ROI: Current Trends in the A/E/C Industry (August 18, 2009) Sally A. Handley, FSMPS, Principal, Sally Handley Inc.
Rebuilding A Disorganized Marketing Department (June 19, 2007) Speaker(s): Marsha Miller, Vanderweil Engineers
The Marketing Toolkit for Professional Services Firms (August 19, 2008) Speaker: Jay Lipe, President, Emerge Marketing, LLC
