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  • Show Me the Money - Market Research and Trends

    Contains 2 Component(s) Recorded On: 02/17/2015

    Research is critical when you have a very specific market sector or target client and need to know more about them. In February's Webinar, we'll discover the types of research that can be done for both public and private owners. We'll also discuss various research tools to help find the money within your market sectors and web sites that show trends in the A/E/C industry. With these tools and other resources, you'll be able to start a successful marketing plan.

    How closely do you follow the trends affecting your market sector?

    Research is critical when you have a very specific market sector or target client and need to know more about them. In February's Webinar, we'll discover the types of research that can be done for both public and private owners. We'll also discuss various research tools to help find the money within your market sectors and web sites that show trends in the A/E/C industry. With these tools and other resources, you'll be able to start a successful marketing plan.

    Learning Objectives

    During this Webinar, attendees will:

    • Discover where to research your market sectors
    • Find the appropriate publications and web sites that will show you the trends in your market sectors
    • Understand how research can lead you to discovering the next trends in the A/E/C industry
    • Be able to define the four types of research: primary, secondary, competitive intelligence, and client intelligence.


    CEU Credits

    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!

    Rhodes B. White, FSMPS, CPSM

    President, White Consulting

    Rhodes B. White, FSMPS, CPSM, has more than 30 years' experience in marketing professional services, working for premier corporations in the design, development, and management of the built environment. Her experience has included market research, strategic planning, team building, and business development. White is a past president of the SMPS Foundation and is the past president of SMPS Palmetto, as well as a founding member, and the Atlanta Chapter of SMPS. Her firm, White Consulting, is located in Charleston, SC.

  • Raising the “WOW!” Factor: How to Create Proposals that Truly Set You Apart

    Contains 2 Component(s) Recorded On: 01/20/2015

    Our January Webinar will introduce you to some very unusual techniques designed to develop a winning strategy, create a stunning first impression, and communicate your value and qualifications persuasively to get you to the top of the short list.

    The goal of a proposal is to first, convince the client that your firm is fully qualified to do the work—and second, to show the client that you bring something to the table they won't get from anyone else. Most proposals somewhat accomplish the first and fail miserably on the second.

    Our January Webinar will introduce you to some very unusual techniques designed to develop a winning strategy, create a stunning first impression, and communicate your value and qualifications persuasively to get you to the top of the short list.

    Learning Objectives

    During this Webinar, attendees will:

    1. Learn a compelling argument to convince your boss to pass on the RFP, if you don't want to go after the project

    And if you DO go for it...

    2. Develop a project-specific capture plan
    3. Create a smack-me-between-the-eyes first impression
    4. Use storytelling to grab and keep their attention
    5. Transform technical writing into persuasive prose
    6. Learn to not gloat obnoxiously when your hit rate doubles

    CEU Credits

    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.

    *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!

    David Stone

    President, blüStone Marketing

    David Stone has advised hundreds of design and construction firms around the globe ranging in size from one person to $2 billion in annual revenue. He's a sought-after speaker at conferences around the world and the author of 15 books including, Wired, which is used in the CPSM program. With a career that began in architecture in the mid-70s, Stone has held every position from draftsman to principal. He has witnessed and experienced the massive changes this industry has faced and continues to explore new ways to promote and sell design and construction services. He splits his time between Savannah, GA, and Vancouver, BC.