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  • Secrets of the Selection Committee: Create Proposals and Presentations That Win

    Contains 4 Component(s), 1.50 credits offered Recorded On: 09/20/2016

    During our September webinar, you’ll get an insider’s guide into the secret world of selection committees—what they really look for and how they evaluate proposals and presentations. Learn what goes on behind closed doors and which factors influence the final selection.

    During our September webinar, you'll get an insider's guide into the secret world of selection committees—what they really look for and how they evaluate proposals and presentations. Learn what goes on behind closed doors and which factors influence the final selection.

    Many secrets will be revealed to help your firm better understand your chances for success. Some insider tips will be fairly obvious, but many will come as a complete surprise to those who labor painstakingly on proposals and presentations hoping for success.

    You'll hear valuable insights plus tips and recommendations for improving writing and presentation skills. Examples will include proposal and presentation successes and failures. “Little Piggy Proposals," “The Cram," and “Death by PowerPoint" are all covered with insight and humor to drive home the point that proposals and presentations need to be about the client, not the presenter.

    Learning Objectives

    During this webinar, attendees will:

    • Better understand the selection process
    • Learn what selection committees typically look for
    • Discover what can influence the selection of professional services firms
    • Explore how to write better proposals that will get noticed
    • Learn techniques for more effective presentations

    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: $179
    Nonmember Site Registration: $239

    *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

    Gary R. Coover, P.E.

    Coover Consultants, PLLC

    Gary Coover is the author of Secrets of the Selection Committee published by Rollston Press earlier this year. As principal of Coover Consultants, PLLC, a marketing and engineering consultancy, he works with firms nationwide to better focus their A/E/C marketing and proposal efforts. Experienced on both sides of the RFP process in government and private sectors, Coover has served on countless selection committees and written hundreds of proposals. His experience, along with lessons learned from the School of Hard Knocks, has completely changed how he approaches proposals and presentations.

  • Winning Interviews: A Recipe to Win

    Contains 2 Component(s) Recorded On: 07/19/2016

    Technical professionals usually don’t take communications courses in college—almost all training is in their technical field. When they join a firm, they learn to present by observing others, and sometimes they don’t get any training. Our presenter, who has 30+ years’ experience planning, presenting, and selecting firms, will show you how to interview effectively to get that win.

    One of the worst feelings is when a firm spends thousands of dollars to prepare for a big interview, knowing they are the most qualified, and then find out they came in second.

    Why don't these firms win?

    Many technical professionals think firms with the best technical knowledge and experience win. But this isn't always true. Technical professionals need expertise in interview or presentation best practices to really connect with a potential client. They need a recipe to win. To get there, strong communications and presentation skills are a must.

    In our July webinar, our presenter will help build skills to succeed in client interviews. Whether you're a technical professional or you work closely with one, you'll learn all about preparing for a winning interview.

    Technical professionals usually don't take communications courses in college—almost all training is in their technical field. When they join a firm, they learn to present by observing others, and sometimes they don't get any training. Our presenter, who has 30+ years' experience planning, presenting, and selecting firms, will show you how to interview effectively to get that win.

    Learning Objectives

    During this webinar, attendees will:

    • Learn to present a proactive approach from the pre-RFP and RFP stages to best position the firm for the project
    • Discover a process for planning activities and assignments, from short-listing to interview day
    • Learn tips on how to make a strong presentation, from first impressions to answering questions in the Q & A
    • Explore how to post interview follow-up activities to increase the firm's value with the prospective client

    Peter J. Kienle, FSMPS, CPSM, MBA

    Marketing/Business Development Consultant, Kienle Communications LLC

    Pete Kienle's career spans 25 years in management, marketing, and business development in the A/E/C industry.

    He started as an owner's representative/project manager on over $250 million of building construction, including serving as the chair or committee member on over 300 A/E firm interviews. In total, he has prepared, coached, participated or evaluated more than 800 A/E interview presentations.

    He has an MBA from The Ohio State University and previously served in marketing management roles for four ENR top-500 design firms. Currently, he runs Kienle Communications LLC and provides interview coaching/training, business development training and proposal review and recommendations. He is also an adjunct professor teaching marketing and business courses part-time at Stratford University.

  • Creating Clients Who Are Raving Fans

    Contains 1 Component(s) Recorded On: 06/21/2016

    In this 75-minute webinar, Kelly Riggs, founder of the Business LockerRoom and author of Quit Whining and Start Selling, introduces the keys to the phenomenal customer service commonly associated with companies like The Ritz-Carlton, Chik-fil-A, and Amazon.

    Incredible customer service is something most every company talks about, but few deliver effectively. While companies are typically long on good intentions, they often fall short on execution. In this 75-minute webinar, Kelly Riggs, founder of the Business LockerRoom and author of Quit Whining and Start Selling, introduces the keys to the phenomenal customer service commonly associated with companies like The Ritz-Carlton, Chik-fil-A, and Amazon. Find out how you can deliver amazing customer service and use it as a competitive advantage for your company.

    Learning Objectives

    During this webinar, attendees will:

    1. Discover what customer service really is, and why it's essential to success
    2. Learn the single biggest deterrent to creating world-class customer service
    3. Discover where most customer service strategies fail
    4. Explore three essential customer services strategies to create raving fans

    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: $179
    Nonmember Site Registration: $239

    *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!

    Kelly Riggs

    Founder and President, Business LockerRoom, Inc.

    Kelly Riggs is an author, speaker, and business-performance coach for executives and companies throughout the United States and Canada. He has worked with companies in a wide variety of industries, with sales revenues ranging from $3 million to Fortune 500 companies.

    Widely recognized in the areas of sales, management leadership, and strategic planning, Riggs is a former sales executive and two-time national Salesperson of theYear with more than two decades of executive management and training experience.

    His background as a coach and an owner or partner in four business ventures has helped him to create a wildly successful track record of helping individuals dramatically improve their business performance.

  • SMPS Lunchtime Learning Lab: Photoshop 101

    Contains 1 Component(s)

    SMPS Lunchtime Learning Lab: Photoshop 101

    Session Description

    The photos you receive aren't always perfect. And your deadlines are never long enough. In this fun and informative learning lab, you'll gain tips and techniques for dealing with some of the most common problems encountered.

    You don't need to be a professional photographer or graphic designer to improve images and make them more engaging. Our instructor will show you how in just a few steps.

    Learning Objectives

    During this lab, you'll learn how to:

    • Color-correct a bad image with just three clicks
    • Eliminate unwanted elements in images
    • Create realistic masks for hair
    • Add a new background to a portrait

    Claudia McCue

    Owner, Practicalia, LLC

    Claudia McCue is the author of the book Real World Print Production with Adobe Creative Cloud and presenter for a number of print-related Lynda.com/LinkedIn Learning courses, including Learning Print Production, InDesign for the In-House Designer, and Acrobat Pro DC Essentials.

    After more than 25 years in print production, she now teaches creatives, marketers, and production professionals how to use Adobe products without hurting themselves (or their printers). Claudia is a Certified Technical Trainer, and an Adobe Certified Expert for Photoshop, Acrobat, Illustrator, and InDesign. 

    She has delivered training for a wide range of clients, including the Centers For Disease Control, Home Depot, Lowe's Home Improvement, MTV Networks, and World Wrestling Entertainment.

  • Proposal Secrets: Winning Your Next Proposal

    Contains 2 Component(s) Recorded On: 05/25/2016

    This is all about using the right proposal strategy and execution to increase your win rate.

    While most companies agree that their work is the primary focus of any RFP, many create documents that are never read due to non-compliance. Or, they're overlooked due to poor presentation quality and lack of readability. This can become demoralizing for teams who have invested time and energy; it can even bankrupt businesses.

    In Proposal Secrets, our presenter will review how to find opportunities, decide whether to pursue an RFP, and choose an effective design for increased readability. She'll also discuss the difference between compliance vs. responsiveness and how to do a competitive analysis against the incumbent and other submitting companies.

    Whether you're part of a large company with an internal proposal departments or a small business looking to expand or partner with others to create a team, this webinar will share great insights on how to manage a successful proposal process to increase your win rate.


    Learning Objectives

    During this webinar, attendees will learn:

    1. Best practices and procedures for finding proposal opportunities
    2. How to utilize HUB-certified businesses to the advantage of a proposal submission
    3. How to evaluate your company's strengths and services in regards to pursuing targeted RFPs
    4. Best practices and procedures in assessing which RFPs your company should pursue
    5. The importance of design paired with strategy and its impact with evaluators.

    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: $179
    Nonmember Site Registration: $239

    *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!

    Julie M. Irvin

    President, Keystone Resources

    As president and founder of Keystone Resources, Julie Irvin brings over a decade of marketing, proposal strategy, design, and presentation experience. Before Keystone Resources, she gained experience as a presentation specialist for Walt Disney World.
    She is a frequent speaker at local, state, and national conferences and an active member of the National Speakers Association. Irvin's leadership skills have been recognized with the following awards: 2011 WBE Supplier of the Year, 2011 Under $1 Million in Annual Sales award by the Women's Business Enterprise Alliance, and 2010 Houston's Top 50 Women owned businesses by the Houston Business Journal.

  • Proposal Kit

    Contains 4 Product(s)

    Planning, managing, and writing proposals are some of the most important marketing activities professional services firms need to undertake to win work. With this kit, you’ll learn more about proposal essentials, secrets to proposal success, differentiation, and how to win a pitch.

    Planning, managing, and writing proposals are some of the most important marketing activities professional services firms need to undertake to win work. With this kit, you’ll learn more about proposal essentials, secrets to proposal success, differentiation, and how to win a pitch.

    CEU Credits
    On-demand webinars are each approved for 1.5 hours of CPSM credit

  • Markendium Labs

    Contains 1 Component(s)

    prototype

    image

    MARKENDIUM LAB- Marketing Research

    Marketing research is conducted to gather, record, and analyze data related to marketing a firm's services. Firms can use this data to identify and define marketing opportunities; generate, refine, and evaluate marketing actions; monitor marketing performance; and forecast trends. This 25- minute interactive course will focus on the elements of marketing research and is your 24/7 learning resource.


    Check out a demo of Domain 1, launching Summer 2016
  • Architectural Photography Best Practices

    Contains 2 Component(s) Recorded On: 04/19/2016

    Through a step-by-step illustration of the process, we'll demystify the planning and execution of a successful photography shoot. Our presenter will reveal examples and share valuable tips and tricks to help capture photos that are beautiful, connect with your audience, and appeal to editors. While examining how the style of architectural photography is continually changing, you'll be challenged to stay ahead of the curve by shifting some of the focus from the building to the people who experience it.

    Is your photography telling the story or missing the point?

    A highly visual presentation about storytelling and project photography.

    Architectural Photography Best Practices will introduce effective ways to keep both designers and marketers happy with the firm's project photography. Participants will learn how to build a complete picture of a project, from documenting the aesthetic and technical details to articulating the social perspectives.

    Through a step-by-step illustration of the process, we'll demystify the planning and execution of a successful photography shoot. Our presenter will reveal examples and share valuable tips and tricks to help capture photos that are beautiful, connect with your audience, and appeal to editors. While examining how the style of architectural photography is continually changing, you'll be challenged to stay ahead of the curve by shifting some of the focus from the building to the people who experience it.

    Learning Objectives

    During this webinar, attendees will learn:

    1. Skills to ensure your project photography satisfies the needs of the design and marketing teams.
    2. Best practices to capture photographs that tell the stories of your project
    3. What it takes to capture photos that connect with your audience and appeal to editors.
    4. Effective ways to plan and execute a photography shoot successfully.
    5. Techniques to stay ahead of the curve: shift some of the focus from the building to the people who experience your project.


    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: $179
    Nonmember Site Registration: $239

    *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!

    Anna Maria Marich

    Director of Visual Communications, Perkins+Will

    Anna Marich is an expert in employing the power of photography to capture a story and connect architecture with the larger community. As director of visual communications for The Freelon Group, Marich was a key contributor to the firm's brand for over 12 years. In 2015, following the merger with global design firm Perkins+Will, Anna joined their corporate marketing team. Her passion for architecture and design are reflected in this highly visual presentation about storytelling and project photography.

  • Relationships Matter: Build Enduring Client Connections

    Contains 2 Component(s) Recorded On: 03/31/2016

    In today's hyper-competitive business environment, doing great work is no longer good enough. Nurturing and expanding relationships is necessary to retain long-term clients. As project managers and technical professionals, we are expected to not only do great work and achieve client satisfaction, but also to position our firm for future projects. Every project and client interaction creates an opportunity to achieve these objectives.

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    In today's hyper-competitive business environment, doing great work is no longer good enough. Nurturing and expanding relationships is necessary to retain long-term clients. As project managers and technical professionals, we are expected to not only do great work and achieve client satisfaction, but also to position our firm for future projects. Every project and client interaction creates an opportunity to achieve these objectives.

    Learning Objectives

    This webinar will help attendees:

    1. Understand the topics that lead to meaningful client conversations
    2. Explore tools to promote client retention
    3. Identify behaviors that build strong relationships

    Wally Hise, P.E.

    Vice President, HDR

    Wally Hise has 30 years of industry experience working at engineering and construction firms ranging in size from $20M to more than $1B. His previous responsibilities span most aspects of an AEC company including operations, marketing and management. He has applied sales, marketing and client management principles across the commercial and government markets. In his current role, Wally manages strategic planning, business development, pursuits and proposals, and marketing services for HDR's Federal program. He holds a Bachelor's degree in engineering, and is a licensed professional and certified trainer.

  • Leadership Presentation Skills

    Contains 1 Component(s)

    Susan Murphy became addicted to SMPS when she filled in for a speaker at the 1997 National Conference in Boston. After being trained by a top international communication skills firm, where she worked with the Fortune 500 for five years, she left to devote herself to AEC. She is one tough coach who gets results and makes it fun. At that same National Conference in Boston, Susan met the SMPS superstars who inspired her: Dennis Schrag, Karen Courtney, Connie Mugno, Jane Cohn, Phyllis Boyea, and Marion Thatch, with whom she frequently partners today. Susan is Principal of Murphy Motivation and Training and a Partner with Marion Thatch in MT2. When Susan isn't teaching or coaching, she writes an advice column, “Aunt Bossy: Dear Abby on Steroids," hikes with Lulu and Frankie, her dogs, and listens to her husband.

    Susan Murphy became addicted to SMPS when she filled in for a speaker at the 1997 National Conference in Boston. After being trained by a top international communication skills firm, where she worked with the Fortune 500 for five years, she left to devote herself to AEC. She is one tough coach who gets results and makes it fun. At that same National Conference in Boston, Susan met the SMPS superstars who inspired her: Dennis Schrag, Karen Courtney, Connie Mugno, Jane Cohn, Phyllis Boyea, and Marion Thatch, with whom she frequently partners today. Susan is Principal of Murphy Motivation and Training and a Partner with Marion Thatch in MT2. When Susan isn't teaching or coaching, she writes an advice column, “Aunt Bossy: Dear Abby on Steroids," hikes with Lulu and Frankie, her dogs, and listens to her husband.