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  • Core Values as a Marketing Tool

    Contains 2 Component(s), 1.50 credits offered 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), 4.50 credits offered 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), 1.50 credits offered 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.

  • Prepare to Win: Proposals Workshop

    Contains 3 Product(s)

    Prepare to Win: Proposals Workshop

    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

    February 14 at 1 PM EST — Module 1: Capture Planning

    February 21 at 1 PM EST — Module 2: The Simplest Ways to Make The Best of Proposal Writing

    February 28 at 1 PM EST — Module 3: DESIGN: Easy Ways to Use Graphics in Proposals and Presentations

    Pricing

    MEMBER
    $250 through January 31
    $300 after January 31

    NONMEMBER

    $325 through January 31
    $365 after January 31

    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.

  • Hiring and Retaining Great Marketing Talent

    Contains 3 Component(s), 1.50 credits offered Recorded On: 02/20/2018

    Spoiler alert: it’s not about the money. Based on real-time data gathered from A/E/C firm leaders, HR professionals, and SMPS members, our presenter shows us what it takes to hire and retain the best talent to build your company brand, sustain a healthy hit rate, and set your firm apart. For marketing professionals, their day-to-day work has extreme highs and extreme lows; their efforts are the frontline with your clients and your other technical staff; and they’re a valuable piece of your precious overhead spend. Join us for this webinar as we focus on strategies to hire and retain best-fit marketers, while building efficiencies into your business operations model for sustained prosperity.

    Instructor: Frank Lippert, FSMPS, CPSM, founder, Go Strategies
    Tuesday, February 20, 2–3:30 p.m. EST/1 p.m. CST/Noon MT/11 a.m. PST

    Session Description

    Discover the top ten secrets to retaining excellent marketing talent.

    The demand for good marketing professionals is higher than ever. Finding good people and retaining them is critical to your businesses bottom line. During our February webinar, you’ll learn how to hire and retain great marketing talent—no matter what size your firm.

    Spoiler alert: it’s not about the money. Based on real-time data gathered from A/E/C firm leaders, HR professionals, and SMPS members, our presenter shows us what it takes to hire and retain the best talent to build your company brand, sustain a healthy hit rate, and set your firm apart. For marketing professionals, their day-to-day work has extreme highs and extreme lows; their efforts are the frontline with your clients and your other technical staff; and they’re a valuable piece of your precious overhead spend. Join us for this webinar as we focus on strategies to hire and retain best-fit marketers, while building efficiencies into your business operations model for sustained prosperity.

    Session Learning Objectives

    During this webinar, participants will:

    1. Understand and assess what your firm needs when it comes to marketing talent
    2. Learn how to find and hire professional services marketers
    3. Discover the top ten secrets to retaining excellent marketing talent

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Frank Lippert, FSMPS, CPSM

    founder, Go Strategies

    Frank Lippert, FSMPS, CPSM, is the founder of Go Strategies. He provides strategic pursuit planning, market capture planning, and the functional seller/doer training to clients throughout the US. Lippert helps teams work more effectively and efficiently with processes, schedules, and tools that keep A/E/C firms’ business development strategy and marketing efforts on track. A good strategy and a focused approach to winning work with your target clients can save time and money, ease frustration, and lead to a happier workplace. Frank has worked at small, medium, large, and mega-sized engineering companies in his 30 years in the A/E/C industries. Now living in California, he works diligently to help up-and-coming marketing and business development professionals reach their full potential.

    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 


  • Start Fresh With Your SF330

    Contains 2 Component(s), 1.50 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), 1.50 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.