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  • How to Present as a Team: Keys to Impressing Owners During a New Business Interview

    Contains 2 Component(s), Includes Credits Recorded On: 06/05/2018

    Owners consistently say that they want to hire the firm that is “the best team.” But how do you come across as a great team during a one-hour new business interview? This webinar will detail a few keys to ensuring that you come across as a strong team and not a bunch of people that seem like they’ve never worked together before.

    Presenter: Joey Asher 
    Tuesday, June 5, 2–3:30 p.m. EST/1 p.m. CST/Noon MT/11 a.m. PST

    Session Description

    Owners consistently say that they want to hire the firm that is “the best team.” But how do you come across as a great team during a one-hour new business interview? This webinar will detail a few keys to ensuring that you come across as a strong team and not a bunch of people that seem like they’ve never worked together before.

    Session Learning Objectives

    During this webinar, participants will learn:

    • How to introduce the team
    • How to rehearse as a team
    • How to interact with each other
    • How to handle Q&A as a team

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Joey Asher

    President, Speechworks

    Joey Asher is President of Speechworks, a communication and selling skills coaching firm that has been working with AEC firms for more than 30 years. He is the author of five books including “How to Win a Pitch: The Five Fundamentals that Will Distinguish You From the Competition.”   

    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 


  • P2W Elements of Design Module 3: Maximizing Your Social Media Presence with Graphics

    Contains 3 Component(s), Includes Credits Recorded On: 05/31/2018

    Designed for marketers newer to the social-media-for-business space, this course will go over some basic tips and tricks to emphasize your company’s story. Whether you’re just starting to develop a social media presence or managing an existing one, this course will give you the foundation to use social media as an effective marketing tool.

    Armed with the basic graphic and photography skills learned in the two previous sessions, we’ll look at how they can be applied outside of proposals and presentations. There are big differences between the way we use visuals in printed documents and presentations vs. social media platforms. Each platform has its own set of rules; how do you know what works where?

    During this P2W session, we’ll look at some best practices for social media. We’ll explore ways to develop a social media strategy, the importance of compelling content, and some tips for maximizing exposure. We’ll look at how to create visuals that work for social media and the differences between each of the key platforms. We’ll even offer some resources to help you easily create and use effective, web-friendly graphics.

    Designed for marketers newer to the social-media-for-business space, this P2W session will go over some basic tips and tricks to emphasize your company’s story. Whether you’re just starting to develop a social media presence or managing an existing one, this session will give you the foundation to use social media as an effective marketing tool.


    Learning Objectives:

    • Learn how to identify your audience and develop a strategy to reach them
    • Explore how to create compelling content that attracts attention
    • Learn some tips and tricks for maximizing engagement
    • Learn how to create quality visuals that support your social media strategy

    Karen Kurta, CPSM

    Cushman & Wakefield

    A three-time marketing excellence award winner, Karen excels in graphic design, photography, and proposal writing, specializing in assembling complex pieces into concise and cohesive marketing materials. She is known for efficiency, creativity, and the drive to continuously improve her skills.

    Her career spans various industries including construction and commercial real estate. For eight years, she managed complex proposals and developed presentations, graphics, collateral, advertising, and project photography for two global construction firms. She is currently a Senior Graphic Designer for Cushman & Wakefield—a global commercial real estate firm—where she provides graphic design, photography, and marketing support for over 40 brokers in two markets.

    Karen is a CPSM and a member of Commercial Real Estate Women (CREW) and the Professional Photographers of America (PPA). She is also the owner of a Central Florida-based photography business specializing in real estate, portraits, and fine art.  

  • P2W Elements of Design Module 2: Photography 101 for A/E/C Marketers

    Contains 2 Component(s) Recorded On: 05/24/2018

    Designed to help marketers who are a little less graphics savvy, this course provides the fundamental photography knowledge you need to take your marketing to the next level. Whether you’re improving your own capabilities, working with professionals, or simply wanting to help your staff in the field capture better images, this course will give you the foundation you need to raise the bar.

    Photography plays such an important role in the world of marketing. The quality of the photos used to represent your brand can help or hurt you. Do you know how to tell the difference between good and bad ones?

    Designed to help marketers who are a little less graphics savvy, this P2W session provides the fundamental photography knowledge to take your marketing to the next level—and tell the right story about your company.  Whether you’re improving your own capabilities, working with professionals, or wanting to help your staff capture better images, this session will give you the foundation to raise the bar.

    This session will cover the basics of photography as it applies to the A/E/C world. We’ll talk about stock photography, how to use the stock sites, and ways to choose the right images. We’ll explore hiring professional photographers and go over some tips and tricks for working with them. We’ll learn about copyright and what that means to you and your firm. We’ll even also provide some tips for taking your own photos.

    Learning Objectives:

    • Learn how to use stock photography sites and know what to look for to create more effective visuals
    • Discover the benefits of using professional photography, when it’s necessary and when it’s not, and how to work with professional photographers
    • Learn about copyright, what it is, and how it applies to what you do as an A/E/C marketer
    • Explore tips and tricks for taking your own photographs, including project photography and headshots

    Karen Kurta, CPSM

    Cushman & Wakefield

    A three-time marketing excellence award winner, Karen excels in graphic design, photography, and proposal writing, specializing in assembling complex pieces into concise and cohesive marketing materials. She is known for efficiency, creativity, and the drive to continuously improve her skills.

    Her career spans various industries including construction and commercial real estate. For eight years, she managed complex proposals and developed presentations, graphics, collateral, advertising, and project photography for two global construction firms. She is currently a Senior Graphic Designer for Cushman & Wakefield—a global commercial real estate firm—where she provides graphic design, photography, and marketing support for over 40 brokers in two markets.

    Karen is a CPSM and a member of Commercial Real Estate Women (CREW) and the Professional Photographers of America (PPA). She is also the owner of a Central Florida-based photography business specializing in real estate, portraits, and fine art.  

  • All About Style: How to Create a Brand Manual and Writing Guidelines for Your Company

    Contains 2 Component(s), Includes Credits Recorded On: 05/22/2018

    Does a non-standard company logo drive you bananas? How about company emails with a notebook paper background? Better yet, who loves Comic Sans? Every professional services firm has a unique style, yet very few have approved Style Guides. This webinar will discuss and explore the components of a Style Guide.

    Presenter: Julie Shaffer, CPSM & Lindsey Kubes, CPSM 
    Tuesday, May 22, 2–3:30 p.m. EST/1 p.m. CST/Noon MT/11 a.m. PST

    Session Description

    Does a non-standard company logo drive you bananas? How about company emails with a notebook paper background? Better yet, who loves when a variety of formats and editing rules are used? Every professional services firm has a unique style, yet very few have approved style guides.

    Marketing and corporate professionals can be leaders in driving the creation of a company-wide style guide at their firms. It’s a great reference tool for all employees – from new hires, seasoned professionals, C-suite leaders, and technical and marketing staff.

    Our May webinar will explore the various components of a style guide. Part I: Brand Manual focuses on graphic elements such as logos, colors, fonts, and formatting. Part II: Writing Guidelines are specific to each company’s communication style and will include an abbreviated reference list tailored for company use of acronyms, software, and industry terms (typically following AP Stylebook).

    Session Learning Objectives

    During this webinar, participants will:

    • Understand how to get started and develop a style guide at their firms. This includes key benefits applicable at all levels: marketing and technical groups, as well as leadership.
    • Discover the top reasons and selling points for a style guide at their firms.
    • Understand components and layout of a style guide as a final deliverable.
    • Through handout templates, develop a draft framework for their firm and priority levels for development and implementation.

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Julie Shaffer, CPSM

    Owner/Consultant/ Designer, Shaffer Creative, LLC

    Julie Shaffer, CPSM, founded Shaffer Creative in 2012 with a vision: to provide creative marketing and graphic design solutions through communication strategy, company branding, photography, and data management. As an Adobe Certified Expert in InDesign CC 2015, she is a go-to expert for hands-on learning with professional associations and clients. She is a member of SMPS Fort Worth and served as Sponsorship Director and President. She was the 2015 SRC Communications Chair. Julie holds a bachelor’s degree in Communications with an English minor from the University of Texas at Arlington.

    Lindsey Kubes, CPSM

    Senior Marketing Strategist, Shaffer Creative, LLC

    Lindsey Kubes, CPSM, is a Senior Marketing Strategist with Shaffer Creative. Her passion is strategy development and brand implementation through efficient company communications and outreach. Lindsey has received 12 state, national and international awards for projects that span branding, direct mail, brochures, magazines, marketing plans, marketing campaigns and graphic standards. Lindsey was a founding board member of the SMPS Fort Worth Chapter and served as Secretary. She holds a bachelor’s degree in English and Professional Writing Certificate from Texas A&M University. 

    Together, Julie and Lindsey have created brand manuals and style guides for numerous clients within the A/E/C industry. Most recently, their work was recognized with an AMCP international marketing award for the rebrand of Southland Holdings, LLC, that included new cohesive logo, marketing collateral and comprehensive brand manual.  

    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 


  • P2W Elements of Design Module 1: Graphic Design Basics Every Marketer Should Know

    Contains 2 Component(s) Recorded On: 05/17/2018

    Designed to help marketers who are a little less graphics savvy, this course provides the fundamental graphic design knowledge you need to enhance your marketing materials. Whether you’re improving your own capabilities or simply wanting to work better with your graphic design staff, this course will give you the foundation you need to raise the bar.


    Graphics make your documents more readable and presentations more memorable—but only if they’re used well. Nothing turns off your audience faster than having poor quality visuals.

    Having a basic understanding of graphic design elements is essential for today’s marketer. But when there are thousands of options, how do you know which ones to use? And where do you begin? Whether you’re improving your own capabilities or simply wanting to work closely with your graphic design staff, this P2W session will give you the foundation to raise the bar.

    This session will help you take your marketing materials to the next level. We’ll talk about graphic file types, the difference between RGB and CMYK, and how photo resolution affects the end result. We’ll explore color and font choices and simple ways to customize stock graphics. We’ll go over some tips for streamlining page design and optimizing files for email vs. print. We’ll even share some resources where you can learn more!

    Learning Objectives:

    • Learn about graphic file types and resolution and how to best use each one
    • Discover why color and font choices matter and how to make better decisions about them
    • Learn some basic techniques for choosing stock photos and graphics for more effective visuals
    • Explore ways to streamline page design for more readable, organized documents
    • Discover resources for learning more about graphic design

    Karen Kurta, CPSM

    Cushman & Wakefield

    A three-time marketing excellence award winner, Karen excels in graphic design, photography, and proposal writing, specializing in assembling complex pieces into concise and cohesive marketing materials. She is known for efficiency, creativity, and the drive to continuously improve her skills.

    Her career spans various industries including construction and commercial real estate. For eight years, she managed complex proposals and developed presentations, graphics, collateral, advertising, and project photography for two global construction firms. She is currently a Senior Graphic Designer for Cushman & Wakefield—a global commercial real estate firm—where she provides graphic design, photography, and marketing support for over 40 brokers in two markets.

    Karen is a CPSM and a member of Commercial Real Estate Women (CREW) and the Professional Photographers of America (PPA). She is also the owner of a Central Florida-based photography business specializing in real estate, portraits, and fine art.  

  • Core Values as a Marketing Tool

    Contains 2 Component(s), Includes Credits Recorded On: 04/24/2018

    A/E/C firms love to talk about their culture to lure both clients and talent. Culture is the shared behaviors and beliefs of your firm. So, how do you share your culture with a prospective hire or client? Don’t they have to experience it?

    Presenter: David Lecours 
    Tuesday, April 24, 2–3:30 p.m. EST/1 p.m. CST/Noon MT/11 a.m. PST

    Session Description

    A/E/C firms love to talk about their culture to lure both clients and talent.

    Culture is the shared behaviors and beliefs of your firm. So, how do you share your culture with a prospective hire or client? Don’t they have to experience it?

    First, codify the shared behaviors and beliefs of your firm as written Core Values. Sadly, most firm leaders develop a set of banal Core Values at a weekend retreat, then send them out in an equally uninspired mass email to all employees. But, as you’ll learn in this webinar, Core Values can be so much more. A creative manifestation of your Core Values is a powerful marketing tool and an essential artifact of your culture. An artifact that prospective hires or clients can experience to determine if there is a match. 

    Session Learning Objectives

    During this webinar, participants will apprehend:

    • …how to create, or refine, your firm’s Core Values
    • …to design a promotional piece that manifests your Core Values
    • …where to share this creative manifestation of your Core Values
    • …how to leverage this marketing tool for recruiting talent and clients

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    David Lecours

    Principal, LecoursDesign

    David Lecours helps A/E/C firms attract and retain great clients and talent. He is Principal at LecoursDesign, a branding, and digital marketing consultancy. David is a two-time TEDx presenter and speaks at conferences worldwide. David co-hosts PSM: Professional Services Marketing podcast at psm.show. David is also passionate about surfing, pickleball, and succulents. 

    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 


  • P2W Marketing Bootcamp Module 3: Marketing Deliverables - Proposal & Interviews that Win

    Contains 3 Component(s), Includes Credits Recorded On: 03/21/2018

    Instructor: Bill Strong, FSMPS, CPSM, Principal

    Instructor: Bill Strong, FSMPS, CPSM, Principal

    Winning submittals include intelligence about the client, careful planning and structuring of your messages and the ability to convey your firm’s difference. This program will walk through the strategic steps for a go/no go decision, intelligence gathering, the organization and delivery of any submittal.


    Bill Strong, FSMPS, CPSM

    SMPS Marketing Bootcamp Instructor

    Bill specializes in helping architecture, engineering and construction firms with strategic planning, marketing and business development, communication training for technical staff, coaching and mentoring marketing personnel, client perception surveys, and client care programs.

    Bill has over 44 years of experience in architecture with the last 34 years focusing on business development and marketing. He recently retired as a Principal and the Director of Marketing at a Pacific Northwest leader in the architectural design of educational, healthcare, and institutional projects. Bill was a member of the firm’s executive management team that incorporated two offices in Seattle and Portland. As marketing director of the firm, Bill oversaw the strategic planning and development of marketing and public relations for the corporation and its offices. In addition to strategic planning, his role included market research, indirect market programs, promotion and communication, and direct business development.

    Bill received his Bachelor of Architecture degree from Kansas State University and his Masters in Public Relations and Marketing from the University of Missouri. Bill has been a member of AIA since 1973, a member of SMPS since 1982 and a Fellow in SMPS since 1999. He has repeatedly presented at conventions and seminars for organizations locally, regionally, and nationally. Bill’s working and speaking style is energetic, sincere, and passionate.

    SMPS Prepare to Win virtual workshops 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 per module.

  • Proposals (and Interviews) that Lose

    Contains 3 Component(s), Includes Credits Recorded On: 03/20/2018

    Nothing hurts more than spending too many hours on proposals and interviews that lose. Are you doing all of the “right things” with your proposal process to win new business but not seeing results? Do you even have a proposal process? This session explores the common mistakes that lead to proposals and interviews with no chance of winning new business.

    Presenter: Virginia McCoy
    Tuesday, March 20, 2–3:30 p.m. EST/1 p.m. CST/Noon MT/11 a.m. PST

    Session Description

    Nothing hurts more than spending too many hours on proposals and interviews that lose. Are you doing all of the “right things” with your proposal process to win new business but not seeing results? Do you even have a proposal process? This session explores the common mistakes that lead to proposals and interviews with no chance of winning new business.

    Session Learning Objectives

    During this webinar, participants will have knowledge of:

    • Questions to ask before responding to a RFQ or RFP
    • Why “hope” isn’t a strategy
    • Small tricks that have a big impact on differentiation
    • Presentation strategies that wow decision-makers

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Virginia McCoy

    Communications Consultant, Ingenuity Marketing Group, LLC

    Virginia McCoy is a communications consultant with Ingenuity Marketing Group, LLC, in St. Paul, Minnesota. A former in-house marketer for a mid-size architecture firm, Virginia focuses on branded key themes and public relations that help engineers gain competitive visibility and improve their win rates. She explains the newest tools to enhance online marketing, including search engine optimization (SEO) and web analytics. She is also skilled at blogging and social media posts that engage more users. She has spoken to industry associations including the American Council of Engineering Companies (ACEC) and is an active member of SMPS-Twin Cities.

    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 


  • P2W Marketing Bootcamp Module 2: Marketing Plans - Your Roadmap

    Contains 2 Component(s) Recorded On: 03/14/2018

    Instructor: Bill Strong, FSMPS, CPSM, Principal

    Instructor: Bill Strong, FSMPS, CPSM, Principal

    This program will walk you through the 7 steps of a successful marketing plan for your firm. We will discuss the strategic process of each step providing examples along the way. These 7 steps can work for the whole firm or for a division, office or market sector plan. They also become the table of contents for the completed product.


    Bill Strong, FSMPS, CPSM

    SMPS Marketing Bootcamp Instructor

    Bill specializes in helping architecture, engineering and construction firms with strategic planning, marketing and business development, communication training for technical staff, coaching and mentoring marketing personnel, client perception surveys, and client care programs.

    Bill has over 44 years of experience in architecture with the last 34 years focusing on business development and marketing. He recently retired as a Principal and the Director of Marketing at a Pacific Northwest leader in the architectural design of educational, healthcare, and institutional projects. Bill was a member of the firm’s executive management team that incorporated two offices in Seattle and Portland. As marketing director of the firm, Bill oversaw the strategic planning and development of marketing and public relations for the corporation and its offices. In addition to strategic planning, his role included market research, indirect market programs, promotion and communication, and direct business development.

    Bill received his Bachelor of Architecture degree from Kansas State University and his Masters in Public Relations and Marketing from the University of Missouri. Bill has been a member of AIA since 1973, a member of SMPS since 1982 and a Fellow in SMPS since 1999. He has repeatedly presented at conventions and seminars for organizations locally, regionally, and nationally. Bill’s working and speaking style is energetic, sincere, and passionate.

    SMPS Prepare to Win virtual workshops 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 per module.

  • P2W Marketing Bootcamp Module 1: Marketing Overview - People and Processes

    Contains 2 Component(s) Recorded On: 03/07/2018

    Instructor: Bill Strong, FSMPS, CPSM, Principal

    Instructor: Bill Strong, FSMPS, CPSM, Principal

    Understanding the structure of your firm, how marketing fits in and how marketing and business development are defined – is the first step to success in this industry. This session will discuss those differences plus cover your future career steps and how you can help technical staff be more comfortable in their role as business developers.


    Bill Strong, FSMPS, CPSM

    SMPS Marketing Bootcamp Instructor

    Bill specializes in helping architecture, engineering and construction firms with strategic planning, marketing and business development, communication training for technical staff, coaching and mentoring marketing personnel, client perception surveys, and client care programs.

    Bill has over 44 years of experience in architecture with the last 34 years focusing on business development and marketing. He recently retired as a Principal and the Director of Marketing at a Pacific Northwest leader in the architectural design of educational, healthcare, and institutional projects. Bill was a member of the firm’s executive management team that incorporated two offices in Seattle and Portland. As marketing director of the firm, Bill oversaw the strategic planning and development of marketing and public relations for the corporation and its offices. In addition to strategic planning, his role included market research, indirect market programs, promotion and communication, and direct business development.

    Bill received his Bachelor of Architecture degree from Kansas State University and his Masters in Public Relations and Marketing from the University of Missouri. Bill has been a member of AIA since 1973, a member of SMPS since 1982 and a Fellow in SMPS since 1999. He has repeatedly presented at conventions and seminars for organizations locally, regionally, and nationally. Bill’s working and speaking style is energetic, sincere, and passionate.

    SMPS Prepare to Win virtual workshops 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 per module.