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  • Don't Look Now, Your Strength is Showing

    Contains 4 Component(s), 1.5 credits offered Includes a Live Event on 03/12/2019 at 2:00 PM (EDT)

    We all possess strengths that come as second nature to us. But without learning how to flex our behavior to adapt to the needs of others, those strengths can become roadblocks on our way to effective business relationships. During this webinar, our presenter will share the advantages of using and analyzing the DISC Behavioral Assessment to help you succeed. Through DISC, we can understand the root of communication misfires, decrease tension and increase trust, while establishing rapport and credibility.

    Presenter: Pattie Vargas, MAOM, PMP
    Tuesday, March 12, 2019, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    We all possess strengths that come as second nature to us. But without learning how to flex our behavior to adapt to the needs of others, those strengths can become roadblocks on our way to effective business relationships. During this webinar, our presenter will share the advantages of using and analyzing the DISC Behavioral Assessment to help you succeed. Through DISC, we can understand the root of communication misfires, decrease tension and increase trust, while establishing rapport and credibility.

    Session Learning Objectives:

    During Don’t Look Now, Your Strength Is Showing, you’ll:

    • Learn the strengths and challenges of your own behavioral style and how relying on your natural style may hinder their effectiveness
    • Recognize the default behavioral style in others and learn how to easily adapt to improve the interaction and increase chances for a successful outcome
    • Recognize what might be "hot buttons" for yourself and others based on behavioral styles and learn how to develop new self-management techniques to avoid them
    • Discover flexing strategies for applying “The Platinum Rule” when communicating with others

    Please note: As prework to the program, participants are required to download, and encouraged to complete, a short (5-7 minute) assessment. This prework may be downloaded anytime prior to accessing the webinar and will be used by participants during the webinar.

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Pattie Vargas, MAOM, PMP

    Best-selling Author and Professional Speaker, The Vargas Group

    Pattie Vargas is a recognized leader in performance and change management with a proven track record in behavioral, organizational, and personal change. She’s a sought-after conference speaker on the topics of change management, personal resilience, team dynamics, and issues facing professionals in the workplace, with a delivery that’s humorous, practical, and backed by years of personal experience. Vargas holds a master's degree in Organizational Management, is certified in the use of DISC Behavioral assessments, and is a certified coach and speaker with the John Maxwell Companies. She’s a published author, and her most recent book, The Resilience Factor, is an Amazon bestseller. 

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


  • Virtual Workshop: Proposals 101 (February 13, 20, 28)

    Contains 3 Product(s)

    You can’t just keep your fingers crossed and hope for the best when it comes to winning work. There are insider tips and strategies all about putting together the best-possible proposal for your project pursuits. This three, 90-minutes each, module series, taught by industry experts, provides the essential basics of Capture Planning, Proposal Writing, and Graphics for the A/E/C professional.

    You can’t just keep your fingers crossed and hope for the best when it comes to winning work. There are insider tips and strategies all about putting together the best-possible proposal for your project pursuits. This three, 90-minutes each, module series, taught by industry experts, provides the essential basics of Capture Planning, Proposal Writing, and Graphics for the A/E/C professional.

    Each virtual workshop is approved for 4.5 continuing education units for the Certified Professional Services Marketer program and 4.5 learning units from the American Institute of Architects.

  • The Butterfly Effect & Its Impact on A/E/C Firms

    Contains 3 Component(s), 1.5 credits offered Includes a Live Event on 02/12/2019 at 2:00 PM (EST)

    The future will be a terrifying place for the ill-prepared. For those who don’t take the time to scan their environments to make educated predictions about how new trends will impact them, a post-apocalyptic wasteland awaits. The Butterfly Effect posits that something as seemingly innocuous as a butterfly flapping its wings can directly impact the development of a major hurricane several weeks later. But in an industry of technical professionals, these early indicators of major disruptors are often ignored or go unnoticed. Firms often spend time reacting to present-day situations rather than addressing trends that severely impact the A/E/C industries in the long term. Through this webinar, participants will learn about such trends and be able to interpret future ones to obtain success.

    Presenter: Scott Butcher, FSMPS, CPSM, VP/CMO, JDB Engineering, Inc.
    Tuesday, February 12, 2019, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    The future will be a terrifying place for the ill-prepared. For those who don’t take the time to scan their environments to make educated predictions about how new trends will impact them, a post-apocalyptic wasteland awaits. The Butterfly Effect posits that something as seemingly innocuous as a butterfly flapping its wings can directly impact the development of a major hurricane several weeks later. But in an industry of technical professionals, these early indicators of major disruptors are often ignored or go unnoticed. Firms often spend time reacting to present-day situations rather than addressing trends that severely impact the A/E/C industries in the long term. Through this webinar, participants will learn about such trends and be able to interpret future ones to obtain success.

    Session Learning Objectives:

    During our February webinar, participants will:

    • Recognize the importance of researching and interpreting trends for their firms
    • Explore the major issues on the horizon and the potential impact those trends will have on the A/E/C industries as a whole
    • Utilize resources that can efficiently and effectively be used to identify and classify future trends that will impact firms and the A/E/C industries
    • Conduct environmental scanning and incorporate best practices for sharing findings and content with other firm executives

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Scott Butcher, FSMPS, CPSM

    SMPS Presenter

    Scott Butcher is author or co-author of several A/E/C industry-related publications, including Sell. Do. Win Business. How A/E/C Firms are Using Staff to Win More Work, A/E/C Business Development – The Decade Ahead, Reputation Design-Build: Creating Winning Personal Brands for Engineers, Designers, and Construction Professionals, and Marketing in the Building Industry. Scott is constantly scanning the environment to identify trends that can greatly impact the A/E/C industries. He shares findings and recommendations on his popular Engineering News-Record blog, Marketropolis.

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


  • Trendspotting & Its Role in Strategy

    Contains 2 Component(s) Includes a Live Event on 01/30/2019 at 3:00 PM (EST)

    Environmental scanning and trendspotting are important for any firm to be successful. Tools such as STEEP analysis allow us to evaluate external factors that can affect our companies. This program will explain environmental scanning through all stages: research, trend identification, data collection, interpretation, prioritization, and communication. Additionally, you will gain insight on identifying market trends and best practices on relaying the information to your company through tools such as STEEP analysis.

    Environmental scanning and trendspotting are important for any firm to be successful. Tools such as STEEP analysis allow us to evaluate external factors that can affect our companies. This program will explain environmental scanning through all stages: research, trend identification, data collection, interpretation, prioritization, and communication. Additionally, you will gain insight on identifying market trends and best practices on relaying the information to your company through tools such as STEEP analysis.

    Scott D. Butcher, FSMPS, CPSM

    Vice President and Chief Marketing Officer, JDB Engineering, Inc.

    Scott D. Butcher, FSMPS, CPSM has more than 25 years of experience in the A/E/C industry. He is vice president and chief marketing officer for JDB Engineering, Inc. and principal of jdbIQity, providing training, consulting, and facilitation. Scott is a former director of the Society for Marketing Professional Services (SMPS) is a former trustee and past president of the SMPS Foundation.  

    A regular speaker at industry events, he has given more than 200 presentations to local, regional, and national events of SMPS, AIA, ACEC, AGC, PSMJ, SDA, ASCE, IFMA, USGBC, and others. A widely ­published author who has written 20 books and ebooks, Scott writes Marketropolis, the sales and marketing blog on the ENR.com. His articles have been featured in Professional Services Management Journal, Project Management, A/E Marketing Journal, The Zweig Letter, Revolutionary Marketing, Construction Executive Online, The Marketer, and The Military Engineer, among others. He co­authored the SMPS Foundation book, A/E/C Business Development – The Decade Ahead, and wrote the recent SMPS publication Sell. Do. Win Business. How A/E/C Firms are Using Staff to Win More Work.  

    Scott also authored the book Reputation Design+Build: Creating Winning Personal Brands for Engineering, Design, and Construction Professionals, Networking for A/E/C Professionals: A Blueprint for Seller-Doers, and Simplified Project Photography: A Guide for DIY Architectural Photographers. He is a Certified Professional Services Marketer and a Fellow of the Society for Marketing Professional Services.

  • Managing Up: Working Successfully With Any Type of Boss

    Contains 3 Component(s), 1.5 credits offered Includes a Live Event on 01/22/2019 at 2:00 PM (EST)

    This interactive webinar provides proven strategies and techniques to increase cooperation and collaboration between those who have different power levels, perspectives, and personalities. Learning to effectively manage up is good for you, good for your boss, and good for your organization.

    Presenter: Mary Abbajay
    Tuesday, January 22, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    Our bosses have enormous influence over our ability to succeed, thrive, and advance in our organizations, careers, and leadership journey. Establishing strong, productive working relationships with those above us is the single most effective way to accelerate success in any organization. Whether you’re reporting to a supervisor, VP, top executive, or a board of directors, managing up is a skill that we all need.

    This interactive webinar provides proven strategies and techniques to increase cooperation and collaboration between those who have different power levels, perspectives, and personalities. Learning to effectively manage up is good for you, good for your boss, and good for your organization. 

    Session Learning Objectives:

    This session will help attendees:

    • Recognize different leadership styles and explore adaptive strategies for communicating and collaborating with each style
    • Understand and manage personality differences that impact manager and staff relationships
    • Understand their own and their supervisors hot buttons
    • Increase organizational trust among their managers and peers
    • Take ownership for one's own professional success

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Mary Abbajay

    Author

    Mary Abbajay, author of the best-selling Managing Up: How to Move Up, Win at Work, and Succeed with Any Type of Boss is president of Careerstone Group, LLC, a full-service organizational and leadership development consultancy. As a sought-after author, speaker, consultant, and trainer, Mary helps clients develop the strategies, skills and sensibilities needed for success in the 21st century. Mary is a frequent expert contributor for television, radio, and print publications where she provides practical leadership and career guidance. Her work and advice have appeared in the New York Times, Harvard Business Review, Fast Company, Forbes, The Financial Times, Money Magazine, and Southwest Airlines Magazine, and on the BBC. 

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


  • Identifying Pursuits in the Public Sector

    Contains 2 Component(s), 1.5 credits offered Recorded On: 12/11/2018

    While business development efforts can be critical to closing the deal, strategic market research from a marketing team is crucial in identifying opportunities before they’re ever discussed. Understanding how to identify, chase, and close public sector projects will diversify your firm and give you the leading edge during this unique and formal pursuit process.

    Presenter: Nicole Christy
    Tuesday, December 11, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    While business development efforts can be critical to closing the deal, strategic market research from a marketing team is crucial in identifying opportunities before they’re ever discussed. Understanding how to identify, chase, and close public sector projects will diversify your firm and give you the leading edge during this unique and formal pursuit process.

    Session Learning Objectives:

    During our December webinar, participants will understand:

    • How to extract key data from a municipal capital improvement plan
    • Ways to utilize public resources for valuable information
    • How to justify business development efforts on these forecasted opportunities
    • Ways to identify and close public sector projects, which include school districts, as well as city, state, and federal governments

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Nicole Christy

    SMPS Presenter

    Supporting public sector pursuits with epic marketing is a personal and professional passion for Nicole Christy. Prior to starting John Delano, Nicole worked in strategic marketing and business development roles that focused on public governments and businesses that sought to work with them. Her design work has received two SMPS Marketing Communications Awards from in 2014 and 2015, in the website design and advertising categories. In 2016, Nicole earned the prestigious SMPS Arizona Marketer of the Year award.

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


  • Making Sure Your Entire Proposal Screams “Pick Me”

    Contains 2 Component(s), 1.5 credits offered Recorded On: 11/13/2018

    It’s time to stop focusing on quantity over quality and focus on letting your main ideas shine through to strengthen your proposals. Presenter Jen McGovern, CPSM, will share best practices gained through preparing and reviewing hundreds of proposals for public and private clients worldwide. Participants will leave the webinar feeling prepared to tailor every section of their proposals, taking their next submittal to the next level.

    Presenter: Jen McGovern, CPSM
    Tuesday, November 13, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    When reviewing proposals, the selection committee only has one question: Why is your firm the best fit for our project? But as proposal writers juggle multiple deadlines, input from many parties, and a laundry list of proposal requirements, the answer to that important question gets buried. During our November webinar, we’ll discuss how to structure your kick-off call to set the foundation for a tailored proposal, methods for tailoring boilerplate content, and how to cut away the fluff from proposals—so reviewers focus on why your firm is the best fit for the project.

    It’s time to stop focusing on quantity over quality and focus on letting your main ideas shine through to strengthen your proposals. Presenter Jen McGovern, CPSM, will share best practices gained through preparing and reviewing hundreds of proposals for public and private clients worldwide. Participants will leave the webinar feeling prepared to tailor every section of their proposals, taking their next submittal to the next level.

    Session Learning Objectives:

    During this webinar, participants will understand:

    • How to hold a kick-off meeting that sets the foundation for a strong proposal
    • Which items to add to your proposal to go beyond compliance and tell a strong story
    • How to identify areas where cutting away text will make your main ideas shine, and how to cut that text
    • How to partner with technical staff to get tailored information needed to create a compelling proposal

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Jen McGovern, CPSM

    Mid-Atlantic Regional Marketing Manager, VHB

    As mid-Atlantic regional marketing manager for VHB, Jen McGovern, CPSM, knows what it takes to put together a strong proposal. She oversees the marketing efforts for seven offices across three states and the District of Columbia, which means she has prepared and reviewed hundreds of proposals, making sure each represents the firm’s brand and voice. Jen is the director of career advancement for SMPS DC, and achieved her CPSM designation in 2015. When she's not dreaming of RFPs, she paints her nails ... occasionally to match her PowerPoints.

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


  • Blogging for Thought Leadership: A Blueprint for A/E/C Firms

    Contains 2 Component(s), 1.5 credits offered Recorded On: 10/24/2018

    Our webinar presenter, Tim Asimos, CPSM, vice president and director of digital innovation at circle S studio, will help you understand how to turn your firm’s blog into an influential platform and a destination for prospects and clients. You'll gain practical and actionable information and learn how to implement the right strategies and best practices for building a powerful and effective blogging program—one that will support your business development efforts and nurture client relationships.

    Presenter: Tim Asimos, CPSM
    Wednesday, October 24, 2–3:30 p.m. EDT/1 p.m. CT/Noon MT/11 a.m. PDT

    Session Description

    Blogging is the cornerstone of content marketing and should play a central role in your A/E/C firm’s online marketing and thought leadership efforts. The right kind of blog can drive website traffic, establish trust and credibility, support business development efforts and showcase your firm’s subject-matter expertise. But while many firms may have a blog, challenges persist. Whether the issues are a lack of consistency and frequency, populating with the wrong kind of content, missing features and functionality, or not having a blog at all, some firms need to change their approach.

    Our webinar presenter, Tim Asimos, CPSM, vice president and director of digital innovation at circle S studio, will help you understand how to turn your firm’s blog into an influential platform and a destination for prospects and clients. You'll gain practical and actionable information and learn how to implement the right strategies and best practices for building a powerful and effective blogging program—one that will support your business development efforts and nurture client relationships.

    Session Learning Objectives:

    During this webinar, participants will understand:

    • Common reasons many blogs fall short and pitfalls to avoid
    • Ways to develop the right kind of content and craft an ideal blog post
    • Best practices for ensuring your posts get found and shared
    • Ways to engage technical staff to become content creators

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential

    Tim Asimos, CPSM

    Vice President and Director of Digital Innovation, circle S studio

    Tim Asimos provides keen insights on modern marketing principles and an uncommon perspective gleaned from more than 15 years of experience inside and outside the A/E/C industries. As VP and director of digital innovation at circle S studio, Tim leads the agency's development of innovative strategies in website development, content marketing, account-based marketing and marketing technology. A national speaker and syndicated blogger, Tim’s expertise has been featured in numerous publications, webinars, programs, and conferences around the country.

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


  • Developing a Strategic Marketing Plan: A One-Page Magic Bullet

    Contains 3 Component(s), 1.5 credits offered Recorded On: 09/25/2018

    Whether you’re just getting involved in the marketing planning process or you need some helpful tips to refresh your current strategy, this webinar is for you. Join us for an in-depth look into the strategic marketing planning process and how you can set your company up for success!

    Presenters: Mindy Hinsley, CPSM, and Carrie Ann Williams, CPSM
    Tuesday September 25, 2–3:30 p.m. EDT/1 p.m. CT/Noon MT/11 a.m. PDT

    Session Description

    A/E/C marketers are bursting with creative ideas–from social media strategies to content marketing campaigns to website redesigns. How do you turn these ideas into strategies that will increase your firm’s success? A strategic marketing plan can help set the ground work for a successful year by establishing goals that align with your company’s overall strategic plan. It can provide measurable results to prove the value marketing brings to the firm’s bottom line.

    Whether you’re just getting involved in the marketing planning process or you need some helpful tips to refresh your current strategy, this webinar is for you. Join us for an in-depth look into the strategic marketing planning process and how you can set your company up for success!

    Our presenters will discuss how to align your marketing plan with your firms overall strategic plan and provide tips and tricks to accomplish your plan. Don’t have an overall strategic plan? Don’t worry, you’ll learn how marketing professionals can move forward with developing a strategic marketing plan even in the absence of an overall strategic plan. No matter what, our presenters will teach you how to kick start your marketing for 2018!

    Session Learning Objectives:

    During this webinar, participants will understand:

    • The key components of a strategic marketing plan, how it can impact and drive a firm’s long-term business goals and why marketing’s role is critical in the value it brings to the firm’s bottom line
    • New ways to think about and approach strategic marketing planning efforts in their firms, which they can utilize to spark planning efforts in their own firms 
    • How to develop goals, objectives, strategies, and tactics to populate a one-page template provided by the instructors in advance of the session (using a real A/E/C case study)

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential

    Mindy Hinsley, CPSM

    Hinsley Collective, LLC

    Mindy Hinsley, CPSM, possesses over 23 years of executive marketing management and business development experience in the A/E/C industries.  As a marketing executive, her responsibilities included strategic planning and direction of business development, corporate communications and marketing initiatives with her primary strength in developing teaming strategies, building partnerships and executing long-range, big picture projects.

    Through the formation of her consulting practice, Hinsley Collective, LLC, she shares her A/E/C marketing expertise, strategic thinking, and best practices with her clients as stand-alone services or through the development of their marketing professionals and their marketing departments.

    Mindy received her B.S. In Business Communications from Stevenson University where she was honored as the Young Alumni Award recipient in 2009.  She is a graduate of the ACEC/MD Leadership Program and the Dale Carnegie "Leadership Training for Managers" program.

    Carrie Ann Williams, CPSM

    Principal, Andana Consulting

    As principal of the award-winning firm, Andana Consulting, Carrie Ann Williams, CPSM, works with organizations to guide proposal development and create amazing marketing content.

    Every day, she brings her 17 years of experience to clients as they track, pursue, position, and propose on local, state and federal government solicitations—and  private organizations too. When not leading proposal strategy, she guides firms through developing their marketing game plan – starting with a define your brand workshop, moving through research and analysis, resulting in clear marketing goals and an implementation plan of tactics to reach them.

    She also leads training workshops and gives presentations about marketing and business development for professional services firms. Her speaking has taken her across the country with companies and organizations including SAME, SMPS, AIA, and NVSBE.

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


  • Professional Association Engagement That Produces Work

    Contains 2 Component(s) Recorded On: 09/11/2018

    Most A/E/C firms’ engagement with professional associates shotgun their approach. They buy advertising, sponsor conferences, and occupy an exhibition booth. Most A/E/C firms walk away wondering about their return on investment (ROI). Did their participation produce actual work? This webinar presentation will take a deeper dive into how A/E/C firms can leverage professional association membership and participation to win work.

    Most A/E/C firms’ engagement with professional associates shotgun their approach. They buy advertising, sponsor conferences, and occupy an exhibition booth. Most A/E/C firms walk away wondering about their return on investment (ROI). Did their participation produce actual work? This webinar presentation will take a deeper dive into how A/E/C firms can leverage professional association membership and participation to win work.

    Learning Objectives:

    During this webinar, participants will understand:

    • Learn how to utilize professional association membership directories to target specific prospects, qualify those prospects and develop new clients.
    • Learn how to create a business development plan to execute client and prospect interaction before, during and after an association conference.
    • Learn how to get on the conference agenda as a presenter and allow your expertise to sell itself.
    • Learn how to cooperate and support a professional association through committee participation and promoting the goals of the association.

    Presenter:

    Gabe Lett, CPSM, is a business development leader for Olsson Associates in Joplin, MO. He earned the Certified Professional Services Marketer (CPSM) certification in 2011. Gabe is currently serving as president of SMPS Ozarks.