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  • Work Smarter, Not Harder With Effective Marketing

    Contains 3 Component(s), Includes Credits Includes a Live Web Event on 05/19/2020 at 2:00 PM (EDT)

    During our May webinar, learn how to transition from a reactive approach to a proactive model of planning and implementation. This approach allows you to prioritize projects and think about your firm’s success not only in the short term, but in the long run.

    Presenters:
    Pamela Conine, CPSM, Senior Consultant, Shaffer Creative
    Lindsey Kubes, CPSM, Senior Marketing Strategist, Shaffer Creative
    Tuesday, May 19, 2020, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    Working as the sole marketer or as part of a limited marketing team can leave you wondering how to make the most out of your time and budget. In this environment, making smart decisions to work smarter, not harder, is essential.

    During our May webinar, learn how to transition from a reactive approach to a proactive model of planning and implementation. This approach allows you to prioritize projects and think about your firm’s success not only in the short term, but in the long run.

    Yes, smart marketing takes effort, especially when your team is small. But you can maximize your efforts and generate real results—and our presenters will show us how. You’ll also discover ways to:

    • Use planning and research to your firm’s benefit
    • Develop a communication plan for a prioritized approach to marketing projects
    • Create content streams and leverage information across multiple tactics, both internal and external

    Session Learning Objectives

    During this webinar, participants will:

    • Understand key sources for industry research and how to obtain essential data for smart marketing approaches
    • Learn how to distill data and compare it to their company’s information to provide marketing insights to leadership
    • Gain a broader understanding of how to leverage key content across multiple platforms to work smarter, not harder
    • Learn how to develop priorities for marketing projects
    • Understand how to transform your marketing approach from a reactive response to a proactive model for overall company benefit

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Pamela Conine, CPSM

    Senior Consultant, Shaffer Creative

    Pamela Conine, CPSM, is a senior consultant with Shaffer Creative. She is an innovative leader with the expertise to enhance corporate image and develop new business through marketing communication strategies. A passionate advocate for client success, she is driven by a desire to help clients achieve their objectives through compelling internal and external marketing campaigns. Pam has served as SMPS Fort Worth president and co-chair for the SMPS Southern Regional Conference.

    Lindsey Kubes, CPSM

    Senior Marketing Strategist, Shaffer Creative

    Lindsey Kubes, CPSM, is a senior marketing strategist with Shaffer Creative. Her passion is strategy development and brand implementation through efficient company outreach. This approach has yielded measurable, award-winning results for clients. Lindsey was a founding board member of SMPS Fort Worth, served as chapter secretary, and was named Marketer of the Year by SMPS Fort Worth in 2019.

    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!    


  • Defining Your Firm’s Value Path

    Contains 3 Component(s), Includes Credits Includes a Live Web Event on 04/07/2020 at 2:00 PM (EDT)

    There are four distinct categories of value development: functional, operational, transformational, and inspirational. Most professional service firms already deliver functional value, but what does it take to deliver operational value, or even a value that can transform a client’s project? In this webinar, we’ll review each of these categories and discover how delivering value can move your firm into increased revenue.

    Presenter: Elke Giba, Strategic Advisor and Marketing Consultant, Giba Group
    Tuesday, April 7, 2020, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    No doubt about it — your firm delivers a specified value to your clients. But what do clients actually gain after working with your firm? How do you put that value into words and then share it with potential new clients as part of a value statement or unique selling position?

    There are four distinct categories of value development: functional, operational, transformational, and inspirational. Most professional service firms already deliver functional value, but what does it take to deliver operational value, or even a value that can transform a client’s project? In this webinar, we’ll review each of these categories and discover how delivering value can move your firm into increased revenue.

    Session Learning Objectives

    During this webinar, participants will learn:

    • The four categories of value that professional service firms can deliver to clients
    • The value category your firm delivers most frequently
    • Any new value or unique selling position that could be delivered
    • How to focus on transformational values to uniquely position a firm for financial success

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Elke Giba

    Strategic Advisor and Marketing Consultant, Giba Group

    Equal parts researcher, marketer, and business advisor, Elke Giba helps A/E/C firms plan to win more often through a foundational marketing strategy. Her work shows firms how to shed the "full-service" moniker and transform into specialists. By doing this, firms can spotlight their expertise and generate more business opportunities to grow the bottom line. An author and presenter, Elke speaks to business audiences on how to market their business more effectively, and frequently publishes marketing insights in industry publications and online. Although at home in Dallas and Nashville, she still cannot two-step to save her life.

    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!    


  • Connect and Capture: Writing To Win Business

    Contains 3 Component(s), Includes Credits Includes a Live Web Event on 02/11/2020 at 2:00 PM (EST)

    During our February webinar, participants will learn how to use language effectively for an intended audience; eliminate wordiness and produce simple, clear, and specific writing; and employ correct grammatical and mechanical standards. Together, these skills will cultivate meaningful relationships and add value to your firm.

    Presenter: 
    Mercedez Thompson, MA, Proposal Specialist, Michael Baker International 

    Tuesday, February 11, 2020, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    In an increasingly digital workplace, we rely on written communications to build relationships and business. While technical skills are how we get the job done, effective digital communications allow us to differentiate ourselves, tell a compelling story, and drive client behavior. Firms that communicate effectively online will have a great advantage in winning work and maintaining relationships. 

    During our February webinar, participants will learn how to use language effectively for an intended audience; eliminate wordiness and produce simple, clear, and specific writing; and employ correct grammatical and mechanical standards. Together, these skills will cultivate meaningful relationships and add value to your firm.

    Session Learning Objectives

    During this webinar, participants will:

    • Discover how to prioritize their readers’ interests, concerns, and values to make better decisions about content
    • Practice producing succinct and specific writing in common communications such as emails and cover letter
    • Learn and review grammatical and mechanical conventions to develop correct, error-free writing
    • Acquire the skills to communicate succinctly and correctly to an intended audience
    • Explore ways to build relationships via writing and digital communications

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Mercedez Thompson, MA

    Proposal Specialist, Michael Baker International

    Mercedez Thompson understands the role communications plays in an increasingly digital workplace. To help professionals, she teaches reader-focused and succinct writing that drives client behavior, builds relationships, and wins work.

     Mercedez earned her Master of Arts in English from Indiana University in June 2017 and her Bachelor of Arts in Literature from Ohio State University in August 2011. Currently, she is a proposal specialist at Michael Baker International in Pittsburgh, implementing processes to translate capture planning into winning proposals. She has taught Composition at University of Nevada, Reno and Indiana University-Purdue University Indianapolis. You can connect with Mercedez on LinkedIn or at her personal blog, simplywritingblog.com.

    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!    


  • How to Refresh Brand Perception After Crisis or Change

    Contains 3 Component(s), Includes Credits Includes a Live Web Event on 01/28/2020 at 2:00 PM (EST)

    It's time to be aware, prepared, and ready to control the unexpected. During our January webinar, our presenter will focus on brand perception research as a stop gap for mistakes that haunt and transitions that linger. We’ll also learn about smart, strategic approaches to planning ahead for the unexpected. By investigating brand perceptions from circles of influence (COI), such as referral sources or project partners as well as from clients and employees, you can work to head off issues that impact referrals and client retention.

    Presenter: 
    Christine Nelson, Senior Communications Consultant, Ingenuity Marketing Group 

    Tuesday, January 28, 2020, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    Let's face it: perception is often reality. Firms can be written or talked about in a bad light—even if the information is one-sided and untrue. Or firms can be regarded differently after shareholder and contract disputes or the departure of key leaders and employees. Marketers may not be immediately aware of the perception out there. But something must be going on when referrals aren’t coming from clients or project partners like they used to. So, how do you turn this around? 

    It's time to be aware, prepared, and ready to control the unexpected. During our January webinar, our presenter will focus on brand perception research as a stop gap for mistakes that haunt and transitions that linger. We’ll also learn about smart, strategic approaches to planning ahead for the unexpected. By investigating brand perceptions from circles of influence (COI), such as referral sources or project partners as well as from clients and employees, you can work to head off issues that impact referrals and client retention.

    Session Learning Objectives

    During this webinar, participants will:

    • Increase their awareness of lingering brand perception issues
    • Develop a research method to investigate brand perception
    • Discover how to approach analysis from a restorative mindset to reframe brand perception among current and potential clients, COIs, and employees 
    • Learn how to prepare a crisis communication process to manage unexpected threats to the firm's reputation
    • Recognize questions that reveal doubt, discontent or distrust and messaging to counter it

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Christine Nelson

    Senior Communications Consultant, Ingenuity Marketing Group

    Christine Nelson is a senior communications consultant at Ingenuity Marketing Group. She has two decades of professional writing and consulting experience for top business media, communities, and professionals. Leading Ingenuity’s content and media team and also serving as a marketing consultant, Christine works directly with clients to develop research models, conduct insightful interviews with their stakeholders, and analyze the data for tangible marketing results. She speaks to national professional associations around the country and she has presented past webinars for SMPS.

    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!    


  • How A/E/C Winners Embrace Business Development

    Contains 3 Component(s), Includes Credits Includes a Live Web Event on 12/10/2019 at 2:00 PM (EST)

    Our December webinar will serve as a call to action to build and maintain a BD culture at your firm that leads to sharing ideas, best practices, and resources for driving BD. You’ll learn how to grow your organization and become more valuable to your existing clients. A BD audit and gap analysis will also be shared as well as tips on matching every member of your team with their BD skillset.

    Presenter: 
    Scott Butcher, FSMPS, CPSM, aecumen LLC

    Tuesday, December 10, 2019, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    “Everyone's a marketer,” or so the adage goes. But is that really true in your firm—or even the most important aspect? In reality, focusing on marketing and business development together are what makes a firm successful.

    You might be wondering: Why should we add business development to our culture when it’s not part of everyone's job description? Because every employee needs to think about building business, no matter their role in the firm. And to think about building business, every employee must:

    • Understand what makes your firm unique
    • Espouse the brand and articulate the value proposition
    • Know how to recognize a lead when they see it
    • Understand their role in the business development (BD) process

    A/E/C winners of tomorrow will truly embrace a firmwide business development culture to empower all employees to contribute to their firm’s BD success!

    Our December webinar will serve as a call to action to build and maintain a BD culture at your firm that leads to sharing ideas, best practices, and resources for driving BD. You’ll learn how to grow your organization and become more valuable to your existing clients. A BD audit and gap analysis will also be shared as well as tips on matching every member of your team with their BD skillset.

    Session Learning Objectives

    During this program, attendees will:

    • Recognize industry and client trends driving the need for a firmwide BD culture 
    • Audit their practices to determine how their business development culture currently stacks up at their firm 
    • Prepare actionable steps to elevate the BD skills of employees within their firms through training and education 
    • Identify the potential gaps within their firms that are preventing implementation of a firmwide business development culture

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Scott Butcher, FSMPS, CPSM

    Principal/Owner, aecumen LLC

    Scott D. Butcher, FSMPS, CPSM, has more than 25 years of experience in the A/E/C industries. He is principal/owner of aecumen LLC, past director of SMPS HQ, and past-president of the SMPS Foundation. He has given more than 275 presentations to local, regional, and national events of SMPS, AIA, ACEC, SAME, PSMJ, Deltek, and others. A widely published author who has written 20 books, Scott also writes the Marketropolis blog on ENR.com and has written more than 200 articles and blogs for A/E/C media. He is a Certified Professional Services Marketer and an SMPS Fellow.

    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!    


  • Reinvent Your Trade Show Journey

    Contains 3 Component(s), Includes Credits Recorded On: 11/19/2019

    Firms may spend thousands or even millions annually on conference participation, as costs for travel, displays, and giveaways add up quickly. This webinar will reveal results of an independently validated SMPS research study, in which A/E/C marketers shared ways they maximize conference investments to deliver value to their firms and impact the bottom line. Part of a dynamic marketing team that manages more than 400 shows a year, our presenters will supplement survey results along with their experiences in building effective conference processes and technology.

    Presenters: 
    Amy Collins, FSMPS, CPSM, Facilities Business Line Marketing Manager, Gannett Fleming
    Ali Detar, CPSM, Chief Marketing Officer, Gannett Fleming

    Tuesday, November 19, 2019, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    Industry trade shows are a direct hit to the firm’s bottom line. We must be judicious with investments of both time and money. By applying modern trade show practices and tools, you can transform your conference processes, achieve business goals, and make a lasting impact on your firms. During our November webinar, uncover practical measures you can implement now to reinvigorate, reinvent, and refresh your firm’s trade show management program and deliver maximum value and impact.

    Firms may spend thousands or even millions annually on conference participation, as costs for travel, displays, and giveaways add up quickly. This webinar will reveal results of an independently validated SMPS research study, in which A/E/C marketers shared ways they maximize conference investments to deliver value to their firms and impact the bottom line. Part of a dynamic marketing team that manages more than 400 shows a year, our presenters will supplement survey results along with their experiences in building effective conference processes and technology. 

    Session Learning Objectives

    Leave this webinar ready to:

    • Up your game with knowledge of A/E/C industry best practices throughout the conference life cycle
    • Benchmark your conference program against outside industries 
    • Identify gaps in your conference management tools, systems, and processes
    • Think more strategically about your exhibit plan 
    • Institute or improve upon your trade show management program
    • Collaborate with peers to brainstorm actionable improvement strategies

    Participants will receive ready-for-use templates to apply learning and transform their firm’s strategic trade show investment.

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Amy Collins, FSMPS, CPSM

    Facilities Business Line Marketing Manager, Gannett Fleming

    A career-long SMPS member, Amy is passionate about giving back to the industry. A former president of SMPS Central Pennsylvania, she now serves as a treasurer and trustee of the SMPS Foundation and has managed the development of multiple Foundation research projects. Amy is dedicated to transforming companies through marketing leadership, raising the bar for marketing strategy and deliverables, and achieving measurable results to advance business goals. At Gannett Fleming, she has helped internal clients get the most of the firm’s conference investment for scores of conferences.

    Ali Detar, CPSM

    Chief Marketing Officer, Gannett Fleming

    Ali joined Gannett Fleming in 2005 and has been on the front lines of strategic marketing for this global infrastructure firm ever since. In her current role as chief marketing officer, she leads high-profile initiatives that ensure Gannett Fleming’s brand position is strategic and supports the firm’s business goals. Her responsibilities include marketing planning, tradeshow/event management, publications, market research, award submissions, content development, presentations and videos, and website/online marketing. Ali earned a master’s degree in corporate communications, and a bachelor’s in journalism and political science.

    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!    


  • Transform Your Firm’s Website To Drive Growth

    Contains 3 Component(s), Includes Credits Recorded On: 10/22/2019

    With so much emphasis on emerging trends such as content marketing and client experience, many firms have neglected their most valuable marketing asset—their website! In today’s competitive environment, it’s not enough just to have a website, even a nice-looking one. So get ready for a deep-dive into the latest innovations in UX design and website development. During our October webinar, you’ll discover how to transform your firm’s website (old, new or somewhere in-between) into a client and talent magnet by creating a remarkable user experience.

    Presenter: Tim Asimos, Partner and Director of Digital + Growth, circle S studio
    Tuesday, October 22, 2019, 2–3:30 p.m. EDT/1 p.m. CDT/Noon MDT/11 a.m. PDT

    Session Description

    With so much emphasis on emerging trends such as content marketing and client experience, many firms have neglected their most valuable marketing asset—their website! In today’s competitive environment, it’s not enough just to have a website, even a nice-looking one. 

    So get ready for a deep-dive into the latest innovations in UX design and website development. During our October webinar, you’ll discover how to transform your firm’s website (old, new or somewhere in-between) into a client and talent magnet by creating a remarkable user experience. 

    To capitalize on growth opportunities, websites must serve as platforms for differentiation, thought leadership, business development and talent acquisition. Growth-driven websites are planned, designed, and developed with the audience—not the firm—in mind. Unfortunately, many A/E/C firms are missing out on growth opportunities due to websites that deliver a subpar user experience and miss the content, design, and technical mark. So how do we fix that?

    We’ll look beneath the data of bounce rates, average session times and heatmaps to diagnose common issues and uncover powerful insights that drive action. You’ll hear dozens of actionable, data-backed tips from a UX pro and be equipped with the tools to turn your website into a business development tool that engages your audience and sets you apart from your competitors.

    Session Learning Objectives

    During this webinar, attendees will:

    • Identify common website issues that detract from the user experience 
    • Discover the latest innovations and best practices in UX, web design, and development
    • Understand key content, design, and technical changes needed to transform their website to drive both user experience and firm growth
    • Discover keys to optimizing for both users and search engines

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Tim Asimos

    Partner and Director of Digital + Growth, circle S studio

    Tim Asimos is a catalyst for disruptive change in A/E/C marketing, providing keen insights on modern marketing principles and an uncommon perspective gleaned from nearly 20 years of experience inside and outside the A/E/C industries. As partner and director of Digital & Growth at circle S studio, Tim leads the marketing agency’s development of innovative strategies in website development, content marketing, and marketing technology. A national speaker and syndicated blogger, Tim’s expertise has been featured in numerous industry 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 


  • Get Noticed: InDesign for Graphs and Charts

    Contains 3 Component(s), Includes Credits Recorded On: 09/24/2019

    Our September webinar is designed for the beginning to intermediate InDesign user who works on proposals and promotional material regularly. Adding these design concepts to your skillset will allow you to make the most of your page space and entice your audience while visually conveying information.

    Presenter: Roxanne Marquez, Senior Marketing Coordinator, Ghirardelli Associates
    Tuesday, September 24, 2019, 2–3:30 p.m. EDT/1 p.m. CDT/Noon MDT/11 a.m. PDT

    Session Description

    Want to explain a lot of information in a small amount of space? Need to convey a concept with a "pop of color"? Infographs are everywhere and, while they look cool, they also have to function well. Learn their elements, design processes, and how to create them in InDesign.

    Our September webinar is designed for the beginning to intermediate InDesign user who works on proposals and promotional material regularly. Adding these design concepts to your skillset will allow you to make the most of your page space and entice your audience while visually conveying information.

    A quick guide to InDesign tools used in the webinar and links to further resources will be provided ahead of time, as well as InDesign swatches created for this practice. Having InDesign open for following along and ease of practice is recommended but not required.

    Session Learning Objectives

    During this webinar, participants will:

    • Explore visual concepts and goals behind infograph design
    • Discover how to translate information into a visual story
    • Learn techniques for visually ordering information
    • Learn how to manipulate basic shapes in InDesign

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Roxanne Marquez

    Senior Marketing Coordinator, Ghirardelli Associates

    Roxanne is a senior marketing coordinator and a lifelong visual designer. Having earned a bachelor’s degree in visual communications with an emphasis on graphic design, and experienced in marketing, sales, design/crafting and event production, she brings a visual consideration to all of her projects. She’s experienced in developing printed and digital proposals and collateral using Adobe software, especially InDesign, Photoshop and Illustrator. She brings cumulative experience from various fields to apply towards better marketing strategies. Roxanne serves on the board of directors for SMPS Sacramento and previously served on the Education Committee where she developed and taught InDesign training sessions to support the continued growth of the membership.

    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 


  • Build a Stream of Referrals To Grow Your Business

    Contains 3 Component(s), Includes Credits Recorded On: 08/20/2019

    The best way to grow your business is to turn your current clients into raving fans. Easier said than done, right? During our August webinar, discover ways to "activate your promoters" so they send you a steady stream of new clients and work. We’re not talking about awkward and uncomfortable calls begging for introductions. Instead, our presenter will show you a process and framework that’s easy, teachable, and immediately measurable—and will help you grow your business quickly and sustainably.

    Presenter: Blake Godwin, Partner, VP of Growth and Operations, Client Savvy
    Tuesday, August 20, 2019, 2–3:30 p.m. EDT/1 p.m. CDT/Noon MDT/11 a.m. PDT

    Session Description

    The best way to grow your business is to turn your current clients into raving fans. Easier said than done, right? During our August webinar, discover ways to "activate your promoters" so they send you a steady stream of new clients and work.

    We’re not talking about awkward and uncomfortable calls begging for introductions. Instead, our presenter will show you a process and framework that’s easy, teachable, and immediately measurable—and will help you grow your business quickly and sustainably.

    Session Learning Objectives

    During this webinar, participants will:

    • Learn why clients make referrals and how to identify a trigger mechanism to activate their willingness into action
    • Discover a step-by-step approach to position for a referral without asking for a favor.
    • Explore the implementation process of a sustainable referral engine in your firm, equipping your seller-doers with the tools to repeat the process
    • Identify the specific tools of social media, feedback, and financial results needed to pinpoint the perfect client, perfect timing, and the ideal introduction to ensure success

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Blake Godwin

    Partner, VP of Growth and Operations at Client Savvy

    For over 14 years, Blake Godwin has helped firms of all sizes realize revenue potential through solving critical business challenges. Through client experience strategy and operational excellence, Blake empowers and enables his clients to capitalize on opportunities while accomplishing both short- and long-term strategic initiatives. Blake holds a B.S. in Business Marketing and Management from the University of North Carolina at Wilmington.

    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 


  • Knowledge Is Revenue: How to Conduct Killer Marketing Research

    Contains 3 Component(s), Includes Credits Recorded On: 06/18/2019

    Our June webinar will cover the two most common research types: competitive research and customer research. We’ll discuss new methods, practices, tools, and technologies for conducting meaningful research and collecting information you can actually use. Our seasoned practitioner and presenter will show us how to turn collected data into meaningful insight to build your business.

    Presenter: Ida Cheinman, Principal and Creative Director, Substance151
    Tuesday, June 18, 2019, 2–3:30 p.m. EDT/1 p.m. CDT/Noon MDT/11 a.m. PDT

    Session Description

    Traditional methods of collecting competitive research are no longer effective in delivering the depth of knowledge that today’s effective branding, marketing and business development demand.

     So, the big question isn’t why you should do it, but how?

     How should A/E/C firms conduct research so that they end up with useful information that strengthens their brands, helps engage the right customer, and improves their marketing campaigns and their firms’ bottom line?

    Doing it right often requires a great deal of time and resources. Fortunately, with the right research strategy, process and tools in place, you can gain deeper insight without allocating half of your annual marketing budget.

    Our June webinar will cover the two most common research types: competitive research and customer research. We’ll discuss new methods, practices, tools, and technologies for conducting meaningful research and collecting information you can actually use. Our seasoned practitioner and presenter will show us how to turn collected data into meaningful insight to build your business.

    Session Learning Objectives:

    During this webinar, participants will:

    • Identify methods for collecting meaningful customer data and insight, using techniques and tools that are well within the reach of any size firm and marketing budget
    • Learn to identify competitors using online tools and techniques and observe what your prospects and clients are seeing
    • Discover a wide range of digital tools and apps to collect behind-the-scenes intel not accessible via traditional methods 
    • Understand what data to collect and how to analyze and apply that data to the decision-making process for actionable and accurate marketing results

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Ida Cheinman

    Principal and Creative Director, Substance151

    Ida Cheinman is principal and creative director of the brand communications firm Substance151. She uses her 20+ years of experience as a brand strategist, designer, marketer, and educator to help business leaders and marketing professionals make sense of trends, tools, and best practices to position their firms to win in the 21st century’s fast-changing and extremely competitive marketplace. Ida is a recognized thought leader and sought-after speaker who presents nationally; she’s a frequent contributor to industry blogs and publications, including Marketer, the Society’s award-winning journal.

    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