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  • Strategic Planning 101 – Demystify the Process

    Contains 2 Component(s) Recorded On: 08/11/2015

    The steady rise in the economy has caused a stir within the A/E/C industry landscape for marketing professionals. How do you differentiate your skills and demonstrate your value in this highly competitive landscape? Knowing about and implementing a strategic plan is a critical ingredient in keeping forward momentum in your career path—regardless of where you are in your profession. This webinar on developing strategic plans will summarize the critical decision-making process, examine how to interpret research and define a process for crafting a workable plan that gains consensus among peers, and achieve buy-in from company executives. Together, we will break down the process, demystify the concepts, and provide usable tools for implementation back at the office.

    The steady rise in the economy has caused a stir within the A/E/C industry landscape for marketing professionals. How do you differentiate your skills and demonstrate your value in this highly competitive landscape? Knowing about and implementing a strategic plan is a critical ingredient in keeping forward momentum in your career path—regardless of where you are in your profession.

    This webinar on developing strategic plans will summarize the critical decision-making process, examine how to interpret research and define a process for crafting a workable plan that gains consensus among peers, and achieve buy-in from company executives. Together, we will break down the process, demystify the concepts, and provide useable tools for implementation back at the office.

    All marketers should have the skills and confidence to build a plan, incorporate it into the marketing workflow, and gauge its success. This webinar will create a roadmap to show how to make yourself a valuable contributor to the process.

    Learning Objectives

    During this webinar, attendees will:

    1. Gain a comprehensive understanding of the elements, variety of applications, and purpose of a strategic plan to incorporate in the planning process.
    2. Learn a variety of tools available to apply the knowledge gained on a micro and macro level within their firms.
    3. Develop a roadmap and learn specific tactics to insert yourself in the process and be seen as a valuable contributor.
    4. Gain the knowledge to determine the starting point for developing a strategic planning approach for your firm's activities.

    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!

    Ashley L. Dale, CPSM, CIT

    Owner/CEO, DB Consulting

    Ashley Dale, CPSM, CIT is a marketing and business development professional more than 17 years of A/E/C industry experience. Recognized for industry leadership, communication and relationship-building, Dale has expertise with project opportunity identification, pursuit strategy, client relationship expansion, proposal development and writing, firm promotion, strategic planning and comprehensive MarCom efforts. As the owner of DB Consulting, a strategic marketing consulting firm, Dale continues to work with a variety of firm types, sizes and concentrations providing a range of services from branding to design; proposals to communications; market research to strategic planning and everything in between. DB Consulting is focused on providing services related to "all things marketing" to professional service firms.

    Erik Grandowski, CPSM

    Principal - Director of Marketing and Communications, Pond & Company

    Erik Grandowski, CPSM is a principal and director of marketing and communications for Pond & Company, an Atlanta-based ENR 500 firm with domestic and international offices. Over the past 25 years, Grandowski has drawn upon his rich background in architecture, theatrical design, graphic design, marketing and communications to create solutions that foster brand awareness, win projects, and position companies above their competitors. His passion is collaborating with architects, engineers, marketers, seller-doers, and business developers to improve their skills in strategic marketing, cultivating clients, presentations and communications. To support Pond & Company's 300+ architects, engineers and planners, Erik directs a vibrant staff of 14 marketers, business developers and creative professionals. He is also an active speaker within the SMPS and ACEC communities, presenting on topics such as Finding Your Firm's Strategic Angle, Building a Winning Marketing Team, Seller-Doer Training Essentials, and Achieving Success by Becoming Your Clients' First Choice.

  • Proposal Essentials: Putting Your Best Foot Forward to Get That Foot in the Door

    Contains 2 Component(s)

    Too often we're eliminated from the selection process due to a failed proposal submission—a minor technicality, lack of doing our homework, or neglecting to commit the necessary resources. If we don't prepare properly, we set ourselves up for failure from the beginning. This webinar will help you identify how to get started, what to do to stay on track, and how to help put together a winning proposal. We will identify who must be involved in the process, what information you should keep organized, and key elements of proposals that set yours apart from the competition. You'll learn how to pass the proposal scrutiny process and ultimately win that job.

    Too often we're eliminated from the selection process due to a failed proposal submission—a minor technicality, lack of doing our homework, or neglecting to commit the necessary resources. If we don't prepare properly, we set ourselves up for failure from the beginning.

    This webinar will help you identify how to get started, what to do to stay on track, and how to help put together a winning proposal. We will identify who must be involved in the process, what information you should keep organized, and key elements of proposals that set yours apart from the competition. You'll learn how to pass the proposal scrutiny process and ultimately win that job.

    Learning Objectives

    After attending, you'll be able to:

    • Define the necessary steps to putting together a winning proposal and getting your team to the shortlist interview
    • Understand what separates proposal responses in the eyes of the potential client
    • Have the tools to explain to your marketing/BD staff the importance of team participation
    • Identify reasons that your proposal could be scoring too low
    • Present to your firm the essential difference between a responsive proposal and just making a submission


    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!

    Ronald C. Kerins, Jr., CCM, LEED AP

    Principal Partner, GREYHAWK

    Ronald Kerins has more than 30 years' experience in all phases of construction management, from design through occupancy. He teaches various courses in construction and engineering for the Philadelphia Engineers Club, Temple University, Widener University, and Lorman Education Services. Kerins holds degrees in architecture and civil and construction engineering technology, as well as an MBA from Pennsylvania State University.

    Kathleen M. Kostiuk, CPSM

    Marketing Manager, GREYHAWK

    Kathleen Kostiuk also has more than 30 years' experience, specifically in the A/E/C industry. At GREYHAWK, she is responsible for managing all aspects of marketing and business development. Kostiuk is a member of SMPS Philadelphia and sits on the membership and CPSM certification/continuing education committees.

  • Prepping Your People to Get Up in Front of Others

    Contains 2 Component(s) Recorded On: 06/16/2015

    How to Help Your Professional Staff to Overcome Fears of Public Speaking Long considered one of the worst phobias, speaking in front of others is an essential skill in acquiring new business for A/E/C firms and building your firm's brand. This webinar will give you helpful tools and techniques and show you how to build confidence when presenting to co-workers, clients, and other professionals. In addition, you will become a more supportive marketing partner through active listening and helpful critique that will encourage your co-workers to become articulate professionals and overcome their fear of public speaking.

    How to Help Your Professional Staff to Overcome Fears of Public Speaking

    Long considered one of the worst phobias, speaking in front of others is an essential skill in acquiring new business for A/E/C firms and building your firm's brand. This webinar will give you helpful tools and techniques and show you how to build confidence when presenting to co-workers, clients, and other professionals. In addition, you will become a more supportive marketing partner through active listening and helpful critique that will encourage your co-workers to become articulate professionals and overcome their fear of public speaking.

    Learning Objectives

    This webinar teaches attendees:

    • How the audience can guide your presentation even before you show up
    • Some of your best tools are completely unique to you and your presenters
    • How preparation makes all the difference
    • Ways you (the marketer) can make them (the experts) better communicators
    • Simple ways to support your team—even if you're not in the room and no matter who is watching


    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!

    Mary Jo Mrochinski

    Marketing and Business Development, CH2M Hill Alaska

    Mary Jo Mrochinski is a marketing and business development professional for CH2M HILL Alaska. She has been coaching for presentations and other business-to-business communications for more than twelve years. In addition, she is a professional actress (as seen on CSI: Crime Scene Investigators) and an improvisational comedian who performs weekly with Scared Scriptless and Urban Yeti Improv in Anchorage, Alaska.

  • Evolution of Technology: Innovations in Building Information Marketing

    Contains 1 Component(s) Recorded On: 05/19/2015

    During our May webinar, Julie Huval, CPSM, explains how building information is no longer something that's done only by the technical side —it's now a firm part of marketing. Using integrated technology creates solutions before there are problems and provides a collaborative space for ideas—all necessary for your upcoming project pursuits.

    In the A/E/C industry, you need to make the most of building information marketing. Building Information Marketing (BIMktg) is the integration of the marketing function into the Building Information Modeling (BIM) process. BIMktg helps reduce waste and redundancy. Promotes best practices. And when used right, gets you in front of forward-thinking project owners.

    During our May webinar, Julie Huval, CPSM, explains how building information is no longer something that's done only by the technical side —it's now a firm part of marketing. Using integrated technology creates solutions before there are problems and provides a collaborative space for ideas—all necessary for your upcoming project pursuits.

    Learning Objectives

    Our presenter will show you how to:

    • Pinpoint barriers of technology implementation
    • Discover how building technology is being used to pursue work
    • Learn the advantage of integrated technology
    • Including BIMktg in your projects


    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!

    Julie Huval, CPSM

    Marketing, Beck Technology

    Julie Huval oversees the marketing and communications efforts of Beck Technology, a software development company. She is a contributing author to several industry publications, and is a frequent public speaker on marketing, business, and construction technology. Huval earned an MBA from The University of Texas at Arlington and a Bachelor of Arts in journalism and environmental studies from Baylor University. She recently became a graduate of SMPS University Leadership Advancement Program at the University of Maryland. Additionally, she and is a Certified Professional Services Marketer.

  • Budget, Track and Monitor Your Marketing Expenditures for the Best ROI

    Contains 2 Component(s) Recorded On: 04/21/2015

    By better understanding financial implications of each phase of the marketing cycle, from the inception of an opportunity through contract award, we can provide critical leadership to guide sound business decisions and successful proposal processes. During the webinar, we'll learn how to better understand how marketing activity—and behavior—cascade throughout operational performance. Starting with the Go-No-Go process and deploying easy-to-use budgeting and tracking tools, we'll explore how to define the real cost of doing business early on to drive long-term profitability.

    As marketing professionals, we enjoy unique opportunities to drive value for our organizations by engaging in all aspects of business performance. But too often, the marketing function is associated solely with the achievement of sales goals instead of with overall operational practices that measure success in our organizations. This webinar provides hands-on tools to help marketing teams in business performance, by introducing and implementing cost-control concepts and measures that help drive profitability.

    By better understanding financial implications of each phase of the marketing cycle, from the inception of an opportunity through contract award, we can provide critical leadership to guide sound business decisions and successful proposal processes. During the webinar, we'll learn how to better understand how marketing activity—and behavior—cascade throughout operational performance. Starting with the Go-No-Go process and deploying easy-to-use budgeting and tracking tools, we'll explore how to define the real cost of doing business early on to drive long-term profitability.

    Learning Objectives

    During this webinar, attendees will learn how to:

    • Become a trusted advisor and come to the table with data to guide decision-making
    • Build agreement around tools that create team success
    • Tie opportunity costs to "the big picture" of profit
    • Lead a team with metrics that inspire accountability
    • Look for opportunities to influence change within your firm


    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!

    Kate Pixley

    Marketing Director, ESA

    Kate Pixley, ESA's Northern California marketing director, has more than 18 years' experience in the environmental industry. She has designed management programs that spark and inspire thriving marketing and business cultures. With a background in art and education, Pixley's approach to marketing leadership is grounded in mentoring and team-building with the idea that organizational achievement starts with collaboration and a shared vision of success.

    Onallee Elsberry-Crabtree

    Marketing Manager, ESA

    Onallee Elsberry-Crabtree, Marketing Manager in ESA's Northern California Region, promotes creative and collaborative approaches to energize marketing within business. With more than 11 years of experience in the A&E industry, Onallee believes in establishing positive marketing momentum through trusted partnerships, open communication, and implementable solutions.

  • Proven Techniques to Win Business and New Clients

    Contains 2 Component(s) Recorded On: 03/17/2015

    Successful business developers understand that developing a solid relationship leads to opportunities and, ultimately, to new work coming in the door. Firms that chase public work need to position themselves well ahead of an RFP. Ones chasing private work need to become "go to" confidants for current and potential clients. There's a way to accomplish this and business owner, Jon Davies, will show you how during our March webinar.

    Business development isn't rocket science—it's people science. It requires discipline, organization, and the ability to read people. Whether your clients are public or private, there are strategies to win business.

    Successful business developers understand that developing a solid relationship leads to opportunities and, ultimately, to new work coming in the door. Firms that chase public work need to position themselves well ahead of an RFP. Ones chasing private work need to become "go to" confidants for current and potential clients. There's a way to accomplish this and business owner, Jon Davies, will show you how during our March webinar.

    Learning Objectives

    During this hands-on webinar, attendees will learn:

    • Proven techniques and strategies for building quality business relationships to win projects
    • Ways to build a professional network
    • The important questions to ask and information to gain before a project "hits the streets"
    • Strategies to help technical staff and different personality types overcome fears of business development
    • When to push and when to back off on a non-responsive potential client
    • Tips and tricks on identifying potential clients and building a system to identify projects before your competitors

    Jon T. Davies

    Director of Client Services, BHC Consultants LLC

    Jon Davies has been in the A/E/C industry for 15 years and is an owner and managing partner at BHC. He has presented to professional associations both locally and nationally regarding proven strategies for winning work. The majority of his time is spent building relationships with public sector decision-makers and positioning BHC to win projects. He believes the "new normal" offers new opportunities for firms willing to focus time and energy on client services and business development.

  • 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.