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  • Start Fresh With Your SF330

    Contains 2 Component(s), 1.5 credits offered Recorded On: 01/16/2018

    The SF in SF330 doesn’t have to stand for Supremely Frustrating! If you’ve pursued a federal A/E services contract as either a Prime or Subcontractor, you’ve seen the Standard Form 330 (SF330). Love it or hate it, mastering this form is key to winning work with important government clients. Are you afraid your submission will be non-compliant because you didn’t precisely follow directions? Do you feel stifled by having to use the strict format required? Are you concerned about providing conflicting details from one section to the next? Don’t worry, our January webinar will show you all the steps to master the SF330. Done right, you can enjoy the process of submitting a proposal to be proud of!

    Instructor: Jodi Vaccaro, CPSM, Federal Proposal Manager, HDR
    Tuesday, January 16, 2–3:30 p.m. EST/1 p.m. CST/Noon MT/11 a.m. PST

    Session Description

    The SF in SF330 doesn’t have to stand for Supremely Frustrating! If you’ve pursued a federal A/E services contract as either a Prime or Subcontractor, you’ve seen the Standard Form 330 (SF330). Love it or hate it, mastering this form is key to winning work with important government clients.

    Are you afraid your submission will be non-compliant because you didn’t precisely follow directions? Do you feel stifled by having to use the strict format required? Are you concerned about providing conflicting details from one section to the next? Don’t worry, our January webinar will show you all the steps to master the SF330. Done right, you can enjoy the process of submitting a proposal to be proud of!

    Session Learning Objectives

    During the webinar, participants will:

    1. Understand the instructions for completing every section and block of the SF330
    2. Learn how to comply with client requirements specified in the solicitation
    3. Brainstorm creative strategies to customize the content and appearance of your proposal
    4. Know where and how to crosscheck your submission for consistency throughout

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Jodi Vaccaro

    CPSM, Federal Proposal Manager, HDR

    Jodi Vaccaro is a federal proposal manager for HDR. In this role, she manages teams of technical professionals, marketing coordinators and graphic designers from across the country to produce contract-winning proposals for high-profile federal pursuits. She has spent the last eight years in business development and marketing in the A/E/C industries with a focus on federal clients, including USACE, NAVFAC, AFCEC, ANG, NPS, and EPA.

    In 2014, she earned the designation of Certified Professional Services Marketer (CPSM). She is a past-president of SMPS Nebraska. Vaccaro currently serves as the Society of American Military Engineers (SAME) Omaha Post director of awards and recognition and previously as vice chair of education and training for the SAME National Small Business Council.

    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 


  • Creating a Marketing Plan That Drives Results

    Contains 3 Component(s), 1.5 credits offered Recorded On: 12/11/2017

    Join our presenter Danielle Feroleto as she walks us through the marketing planning process and discusses the approaches that yield the best results.

    Instructor: Danielle Feroleto, CPSM, Founder, Small Giants
    Monday, December 11, 2–3:30 p.m. EST/1 p.m. CST/Noon MT/11 a.m. PST

    Session Description

    Marketing is an activity that is critical to the success of your business. If you do not have a focused plan and approach to marketing, your efforts might look scattered, inconsistent, unprofessional and ineffective. Good marketing is the result of good planning and disciplined execution, and these two elements should always have a solid marketing plan to support them.

    Join our presenter Danielle Feroleto as she walks us through the marketing planning process and discusses the approaches that yield the best results.

    Session Learning Objectives

    From this session, you’ll come away with a commitment to developing a plan for your firm, an understanding of the components that provide clarity, and the measurable goals and activities recommended to build your firm's marketing. Even if you already have a marketing plan, this webinar is for you if you’re looking for tips to improve and refine your plan.

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Danielle Feroleto, CPSM

    Founder, Small Giants

    Danielle Feroleto, CPSM, founded Small Giants in 2006 with a dream of changing the way that commercial real estate and A/E/C companies deliver their brand promise. Today, the full-service marketing and business development agency proudly supports clients in achieving their goals and visions to compete at the highest level.  

    Feroleto pioneered the first marketing and business development course at the Del E. Webb School of Construction at ASU, where she has served as an associate faculty member for more than a decade. She’s also the author of, The Truth Helps: An Honest, Straightforward Guide to Project Interview Success.

    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 


  • Prepare to Win: Tech Tools

    Contains 3 Product(s)

    An interactive virtual workshop series, Prepare to Win: Tech Tools, will provide you with the necessary skills to use three popular computer design programs: Adobe InDesign, Photoshop, and Prezi. It’s the perfect workshop to help build up your creative abilities, whether you’re a seasoned marketer or just starting your career. After the sessions, you’ll be able to take the techniques you’ve learned to beautifully format text, create proposals and presentations, modify existing templates, and edit or create logos, maps, and diagrams.

    Overview

    An interactive virtual workshop series, Prepare to Win: Tech Tools, will provide you with the necessary skills to use three popular computer design programs: Adobe InDesign, Photoshop, and Prezi. It’s the perfect workshop to help build up your creative abilities, whether you’re a seasoned marketer or just starting your career. After the sessions, you’ll be able to take the techniques you’ve learned to beautifully format text, create proposals and presentations, modify existing templates, and edit or create logos, maps, and diagrams.

    This is a beginner-level class; experience in these three programs is not required.

    What to Expect

    Each module will consist of 75-90 minute online instruction, as well as additional resources. Module-related questions will be posted in the discussion board for individual practice and group discussion.

    Modules

    November 2 —Module 1: InDesign for the A/E/C Professional

    November 9 —Module 2: Photoshop for the A/E/C Professional

    November 16 – Module 3: Prezi for the A/E/C Professional

    Cost:

    SMPS members:

    By October 19: $275
    After October 19: $325  

    Nonmembers:

    By October 19: $325
    After October 19: $375

    Continuing Education Credit

    Prepare to Win is approved for up to 4.5 continuing education units per module for the Certified Professional Services Marketer (CPSM) program and 3.0 learning units from the American Institute of Architects.

  • Confessions of a Content Whisperer

    Contains 2 Component(s), 1.5 credits offered Recorded On: 11/14/2017

    Marketers constantly juggle proposals, presentations, external marketing campaigns, and whatever else their team throws at them. However, in the A/E/C industries, marketers need our technical experts for input to get these tasks done. This extraction (sometimes referred to as pulling teeth) has easily become one of marketing’s toughest challenges. This session equips you with tools to get content from your technical team that will help complete proposals, project data sheets, blogs, case studies, papers, and other content marketing pieces.

    Instructor: Danielle Gray, Digital Marketing Strategist, DG Marketing Company
    Tuesday, November 14, 2–3:30 p.m. EST/1 p.m. CST/Noon MT/11 a.m. PST

    Session Description

    Join us for our November webinar and learn how to crack the code to extracting data from your technical team.

    Marketers constantly juggle proposals, presentations, external marketing campaigns, and whatever else their team throws at them. However, in the A/E/C industries, marketers need our technical experts for input to get these tasks done.

    In a world of continuous proposals and other materials, marketers don’t have time to beg for content, and they shouldn’t have to. There hasn’t been much insight into how to actually get that content from a technical team ... until now. If you’ve heard, “I’m too busy,” “I don’t know what to write about” or “Why can’t you do it?” when asking for content from your technical team, our November webinar is for you.

    This extraction (sometimes referred to as pulling teeth) has easily become one of marketing’s toughest challenges. This session equips you with tools to get content from your technical team that will help complete proposals, project data sheets, blogs, case studies, papers, and other content marketing pieces. We’ll discuss how to gain leadership buy-in, by working with specific internal personas and five methods marketers can use to extract quality content.

    Session Learning Objectives

    During this webinar, participants will learn how to:

    • Identify what your team needs to know before contributing content
    • Identify several subject matter expert (SME) personas and their motivations
    • Outline five methods to extract content from your technical team

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Danielle Gray

    Digital Marketing Strategist, DG Marketing Company

    Danielle Gray is a digital marketing strategist with over seven years of industry experience composing proposals, writing content, running email campaigns, and generating leads online. Along with developing proposals, she helped her former design-build firm grow website visits by 88% and contributed over $150 million in revenue from leads generated from the website in just three years. Now, Danielle is the owner of DG Marketing Company, a digital marketing firm committed to contributing and creating genuine, humanized digital marketing that listens and solves instead of tells and sells. She also speaks around the country about content generation, the importance of digital marketing and social media specifically relating to the A/E/C industries.

    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 


  • Editing 201: I Ran Spellcheck, Now What?

    Contains 3 Component(s), 1.5 credits offered Recorded On: 10/17/2017

    In Editing 101, we talked about the importance of editing, building a style guide, and setting up a quality-control process. For our October webinar, we’ll take your editing to the next level by focusing on rewriting and revising text. Using real-life examples from your proposals, reports, and marketing materials, we’ll employ editing best practices to make the content clearer and more cohesive and concise. But editing isn’t just about cutting and deleting—it’s also knowing when a conversation with your author is better than sending comments through tracked changes. To help, we’ll discuss conversation starters for thoughtfully and sensitively working with authors.

    Instructor: Jen McGovern, CPSM, Mid-Atlantic Regional Marketing Manager, VHB

    Tuesday, October 17, 2–3:30 p.m. EST/1 p.m. CST/Noon MT/11 a.m. PST

    In Editing 101, we talked about the importance of editing, building a style guide, and setting up a quality-control process. For our October webinar, we’ll take your editing to the next level by focusing on rewriting and revising text.

    Using real-life examples from your proposals, reports, and marketing materials, we’ll employ editing best practices to make the content clearer and more cohesive and concise. But editing isn’t just about cutting and deleting—it’s also knowing when a conversation with your author is better than sending comments through tracked changes. To help, we’ll discuss conversation starters for thoughtfully and sensitively working with authors.

    Learning Objectives

    During this webinar, participants will learn:

    1. Editing and proofreading techniques to improve the readability of content
    2. Ways to identify weak words and options for replacing them
    3. Conversation starters for working with reluctant authors

    Want to get an editor’s perspective on your materials? Please send your sample to jmcgovernSMPS@gmail.com by October 7, 2017, and it may be given a makeover during the Editing 201 webinar!

         Cosential - Built to Win

    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 


  • Get a Leg Up Before the RFP Hits

    Contains 3 Component(s), 1.5 credits offered Recorded On: 09/19/2017

    Besides a mind-blowing approach to the project, relationships are a critical factor to increasing your chances of winning. This webinar will highlight the various stages a project goes through in the sales process and will show you how to grow your pipeline through the relationships you already have. The presenter will also spend some time going over a capture plan, which is a key component in one of the sales stages that’s critical to creating a winning strategy.

    Instructor: Kathy Nanowski, CPSM, Associate/Director of Marketing & Business Development, Fuss & O'Neill

    Tuesday, September 19, 2–3:30 p.m. ET/1 p.m. CT/Noon MT/11 a.m. PT

    We all know the hard work starts way before the RFP hits. Join us in September as we showcase the sales funnel concept as a tool to prioritize and preposition your firm for future work.

    Besides a mind-blowing approach to the project, relationships are a critical factor to increasing your chances of winning. This webinar will highlight the various stages a project goes through in the sales process and will show you how to grow your pipeline through the relationships you already have.  The presenter will also spend some time going over a capture plan, which is a key component in one of the sales stages that’s critical to creating a winning strategy.

    Learning Objectives

    During our September webinar, the three learning objectives will include:

    1. How proactive marketing and prepositioning can give you an edge over your competition
    2. Explanation of the sales funnel stages that will give you a leg up when the real RFP hits the street
    3. Walking through and handing out a capture plan to help with prepositioning

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Kathy Nanowski, CPSM

    Associate/Director of Marketing & Business Development, Fuss & O’Neill

    Kathy Nanowski is an associate/director of marketing & business development for Fuss & O’Neill. Nanowski coaches managers and principals on relationship-based selling, project positioning, and winning new business. She has 15 years of marketing and business development experience in the A/E/C industries. Throughout her career, Nanowski has embraced a client-focused business model. Whether assessing a company’s CRM system or linking sales metrics to client behavior, she continually asks the question: “What is best for the client?”

    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 


  • Changing the Referral Game – Leveraging Your Best Clients to Find New Ones

    Contains 3 Component(s), 1.5 credits offered Recorded On: 08/29/2017

    You’ve done the hard part! You found a potential client, you earned their trust and their business, and you have or are delivering a spectacular project. You’ve asked for feedback, and the client has said emphatically: “Yes, I am very likely to recommend you to a friend or colleague!”

    You’ve done the hard part! You found a potential client, you earned their trust and their business, and you have or are delivering a spectacular project. You’ve asked for feedback, and the client has said emphatically: “Yes, I am very likely to recommend you to a friend or colleague!”

    That’s great! Feel good – these relationships are hard to nurture and develop. Congratulations.

    But, just because a client said he is likely to recommend you, does he know to whom or how to do so (especially if you provide a rather niche service)?

    Your job is to make it easy for your promoter client to activate on his sentiment. Done right, not only will you get the referral you so eagerly want, but you’ll help your client feel great about the interaction, and even further deepen the relationship.

    Learning Objectives

    • Learn how to identify “promoter” clients
    • Discover a repeatable process to negotiate access to referrals
    • Identify the three key phases of securing a referral
    • Engage your client in the success of the referral

    image

    SMPS webinars are sponsored by Cosential


    Ryan Suydam

    SMPS Presenter

    Ryan Suydam co-founded Client Savvy in 2004, to help firms create fierce client loyalty. He has coached over 300 organizations and over 10,000 professionals on the skills required to be “client savvy.” His clients are twice as likely to be recommended by their clients, three times as likely to realize above-average financial returns, and consistently attract and retain better employees.

    He speaks at events across the nation, including national conferences such as the Lean Construction Congress, American Council of Engineering Companies, American Society of Quality, and the Society for Marketers of Professional Services.

    In 2015, Ryan founded the Client Experience in Professional Services (CXps) group, hosting an annual conference bringing together professionals to share ideas and strategies that advance their firms’ ability to deliver differentiated client experiences, every time.

    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.

  • Marketing on a Shoestring Budget

    Contains 2 Component(s), 1.5 credits offered Recorded On: 08/15/2017

    A/E/C firms vary widely in staffing and budgets for marketing. Small firms may have one, or two people, in marketing. Or, your technical person might be doing all your marketing part time. As a small firm, having a small staff and budget doesn’t mean you can’t develop your own high-quality materials. With proper planning, it’s possible to create marketing materials that stand out.

    Instructor: Adam Kilbourne, FSMPS, CPSM, Senior Associate and Director of Marketing, Tec Inc. Engineering & Design

    Tuesday, August 15, 2–3:30 p.m. ET/1 p.m. CT/Noon MT/11 a.m. PT

    A/E/C firms vary widely in staffing and budgets for marketing. Small firms may have one, or two people, in marketing. Or, your technical person might be doing all your marketing part time.  As a small firm, having a small staff and budget doesn’t mean you can’t develop your own high-quality materials. With proper planning, it’s possible to create marketing materials that stand out.

    Learning Objectives

    During our August webinar, we’ll look at three keys to marketing on a shoestring budget:

    1. Affordable tools and services to design, manage, and support marketing materials.
    2. Ways to organize your files and work for easier project and marketing management.
    3. Templates and processes to take away the repetitive work.

    image

    SMPS webinars are sponsored by Cosential


    Adam Kilbourne, FSMPS, CPSM

    Senior Associate and Director of Marketing, Tec Inc. Engineering & Design

    Adam Kilbourne, FSMPS, CPSM, is a senior associate and the director of marketing at Tec Inc. Engineering & Design in Eastlake, OH. For 16 years, Kilbourne has been the one-person marketing department working with a small budget. He has presented on social media, working with introverts and extroverts, and photography at conferences for several organizations. He’s also active at the Society level, has been a SMPS Northeast Ohio leader for 10 years, and was the first selection for the chapter’s Hall of Fame.

    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.

  • Demystifying Google Analytics: How to Understand and Utilize Marketing Metrics

    Contains 3 Component(s), 1.5 credits offered Recorded On: 06/20/2017

    During our June webinar, our presenter will show us how to utilize Google Analytics to improve conversion, search optimization, and engagement. Beyond just what features exist, we'll dive into the why and how so that you can use analytics in an impactful way for your better online marketing—and for your organization.

    You can't fix what you don't measure. Often businesses ignore and misinterpret analytics data that has the potential to make major impact. It's easy to get wrapped in the task at hand and checking it off the list, letting its analytics and ROI go unnoticed.

    During our June webinar, our presenter will show us how to utilize Google Analytics to improve conversion, search optimization, and engagement. Beyond just what features exist, we'll dive into the why and how so that you can use analytics in an impactful way for your better online marketing—and for your organization.

    LEARNING OBJECTIVES

    It's time to prove your case and discover opportunities to drive ROI.

    During this webinar, attendees will:

    1. Understand what metrics are impactful, what metrics are misleading, and how to organize your KPIs to create greater value
    2. Learn how to use audience metrics and benchmarking 
    3. Understand acquisition to define how visitors are finding you and what the information means
    4. Explore online experiments to be able to get concrete insights into what works on your site and what doesn't 
    5. Discover other analytics tools to help expand your understanding of how to increase conversion and engagement

    *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 https://onlinelearning.smps.org

    image

    SMPS webinars are sponsored by Cosential


    Andy Halko

    CEO, Insivia

    Andy Halko founded Insivia in 2002 after graduating from John Carroll University.  For over 15 years, he has grown the strategic consulting & digital business firm to 20-plus employees, working with middle-market and fortune 500 companies around the country. Primarily focused on commercial real estate and A/E/C companies, Insivia drives lead generation, employee engagement and customer communications. Halko has been featured in several national publications and NBC Nightly News, while being a keynote speaker and an avid volunteer who has helped to grow entrepreneurial communities.

    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.

  • Keeping Cool During the Proposal Process

    Contains 2 Component(s), 1.5 credits offered Recorded On: 05/16/2017

    Wondering how to stop getting sucked into that perpetual deadline craziness? Rushing, stressing, and being exhausted after each proposal or client submittal, over and over again? Join us to learn about the overwhelm cycle—what it is and how to stop it. If you are an entry- mid- or senior-level professional with responsibilities during the proposal process, this webinar is for you!

    Wondering how to stop getting sucked into that perpetual deadline craziness? Rushing, stressing, and being exhausted after each proposal or client submittal, over and over again? Join us to learn about the overwhelm cycle—what it is and how to stop it. If you are an entry- mid- or senior-level professional with responsibilities during the proposal process, this webinar is for you!

    Each of us has a cycle of overwhelm that is specific to our own personality and style. With today's fast-paced, ever-demanding work environment, understanding and overcoming your overwhelm cycle is key to maximizing productivity and creating a sustainable career experience. Participants will gain an understanding of the 5 Zones of the Overwhelm Cycle (i.e., Escalation, Overwhelm, Recovery, Ramp Up and the Zone) and will identify their own overwhelm cycle. Participants will learn practical ways to manage and interrupt their overwhelm cycle for greater productivity and job satisfaction.

    *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 https://onlinelearning.smps.org

    image

    SMPS webinars are sponsored by Cosential


    Lisa Carpenter

    Founder/President, Emerald Quest Coaching

    Lisa Carpenter is the President/Founder of Emerald Quest Coaching (EQC)—an organization of executive coaches that serve professionals in the AEC industries. Prior to forming EQC, Ms. Carpenter worked for nearly 20 years managing and supporting transportation, water, wastewater, and energy infrastructure projects for industry leaders such as HDR Engineering.

    An executive coach, Lisa places an emphasis on personal responsibility/accountability and believes in a direct and compassionate approach in working with clients.

    An undergraduate of California State University, Sacramento, Lisa holds a Bachelor's Degree in Business Administration and a Master of International Management from Thunderbird, School of Global Management.

    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.