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  • Confessions of a Content Whisperer

    Contains 2 Component(s), 1.50 credits offered Recorded On: 11/14/2017

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

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

    Session Description

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

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

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

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

    Session Learning Objectives

    During this webinar, participants will learn how to:

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

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Danielle Gray

    Digital Marketing Strategist, DG Marketing Company

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

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


  • Editing 201: I Ran Spellcheck, Now What?

    Contains 3 Component(s), 1.50 credits offered Recorded On: 10/17/2017

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

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

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

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

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

    Learning Objectives

    During this webinar, participants will learn:

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

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

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Jen McGovern, CPSM

    Mid-Atlantic Regional Marketing Manager, VHB

    As mid-Atlantic regional marketing manager for VHB, Jen McGovern, CPSM, knows what it takes to put together a strong proposal. She oversees the marketing efforts for seven offices across three states and the District of Columbia, which means she has prepared and reviewed hundreds of proposals, making sure each represents the firm’s brand and voice. Jen is the director of career advancement for SMPS DC, and achieved her CPSM designation in 2015. When she's not dreaming of RFPs, she paints her nails ... occasionally to match her PowerPoints.

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


  • Get a Leg Up Before the RFP Hits

    Contains 3 Component(s), 1.50 credits offered Recorded On: 09/19/2017

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

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

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

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

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

    Learning Objectives

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

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

         Cosential - Built to Win

    SMPS webinars are sponsored by Cosential


    Kathy Nanowski, CPSM

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

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

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*  

    SMPS Member Site Registration: $199

    Nonmember Site Registration: $259  

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


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

    Contains 3 Component(s), 1.50 credits offered Recorded On: 08/29/2017

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

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

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

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

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

    Learning Objectives

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

    image

    SMPS webinars are sponsored by Cosential


    Ryan Suydam

    SMPS Presenter

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

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

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

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

  • Marketing on a Shoestring Budget

    Contains 2 Component(s), 1.50 credits offered Recorded On: 08/15/2017

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

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

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

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

    Learning Objectives

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

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

    image

    SMPS webinars are sponsored by Cosential


    Adam Kilbourne, FSMPS, CPSM

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

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

    SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

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

    Contains 3 Component(s), 1.50 credits offered Recorded On: 06/20/2017

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

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

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

    LEARNING OBJECTIVES

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

    During this webinar, attendees will:

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

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more https://onlinelearning.smps.org

    image

    SMPS webinars are sponsored by Cosential


    Andy Halko

    CEO, Insivia

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

    CEU Credits SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

  • Keeping Cool During the Proposal Process

    Contains 2 Component(s), 1.50 credits offered Recorded On: 05/16/2017

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

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

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

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more https://onlinelearning.smps.org

    image

    SMPS webinars are sponsored by Cosential


    Lisa Carpenter

    Founder/President, Emerald Quest Coaching

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

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

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

    CEU Credits SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

  • SMART Market Research for Competitive Visibility

    Contains 3 Component(s), 1.50 credits offered Recorded On: 04/18/2017

    This session will outline the key components of any effective market research project, and how to take market research and use it for sales, service AND publicity. We will emphasize SMART research: Strategy, Methodology, Action, Review and Tell the World.

    Marketers are asked to promote a variety of services to a variety of clients, and they use many vehicles to do it. Choosing just the right vehicle at just the right time with just the right message takes skill. And it takes intelligence.

    This session will outline the key components of any effective market research project, and how to take market research and use it for sales, service AND publicity. We will emphasize SMART research: Strategy, Methodology, Action, Review and Tell the World.

    Your strategy must outline your business and growth goals, but short and long term. Are you exploring a new niche or trying to expand an existing one? Are you contemplating a merger or acquisition? Are you looking at a new location for an office? Your business goal determines the market research strategy, which leads to methodology, action, review and telling the world.

    We will workshop best practices and roadblocks to effective market research as it applies to audience goals.

    *Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Recordings of SMPS webinars are available to train your marketing professionals. Learn more https://onlinelearning.smps.org

    image

    SMPS webinars are sponsored by Cosential


    Christine Nelson, Senior Communications Consultant

    Ingenuity Marketing Group LLC

    Christine Nelson is a senior communications and media consultant for Ingenuity Marketing Group, LLC, in St. Paul, Minnesota. As a trained business journalist and content developer for a variety trade media, Christine helps professionals communicate their unique knowledge and voice to target clients. Her interviews with hundreds of professional service clients around the country provide insights about why people buy and how A/E/C firms can distinguish themselves in competitive markets. Christine has provided writing and media coaching, consulting and training to regional engineering firms since 2010

    christine@ingenuitymarketing.com

    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.

  • Planning and Research Kit

    Contains 4 Product(s)

    Spotting market trends can help you position your firm for future work. Market research and planning can help you determine the work that’s out there and whether your current markets are viable. In this webinar, you’ll learn about various research tools that will help you implement a successful marketing plan as well as the strategic planning process that comes before it.

    Spotting market trends can help you position your firm for future work. Market research and planning can help you determine the work that’s out there and whether your current markets are viable. In this webinar, you’ll learn about various research tools that will help you implement a successful marketing plan as well as the strategic planning process that comes before it.

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

  • How To Become a Productivity Ninja

    Contains 2 Component(s) Recorded On: 03/23/2017

    Are you juggling too much, feeling tired, or finishing each day with little to show for it? During our March Lunchtime Learning Lab, our presenter will share 10 actions for becoming a productivity ninja. We know the A/E/C industry is often deadline-driven, hectic, and demanding. Learn how you can take control of your time and your activities, which will lead to more goals accomplished, less stress, and more fun.

    Instructor: Belinda Gates, Associate Certified Coach and Owner, Compass Enterprise LLC

    Are you juggling too much, feeling tired, or finishing each day with little to show for it? During our March Lunchtime Learning Lab, our presenter will share 10 actions for becoming a productivity ninja. We know the A/E/C industry is often deadline-driven, hectic, and demanding. Learn how you can take control of your time and your activities, which will lead to more goals accomplished, less stress, and more fun.

    Through this webinar, you’ll realize that following your passion, understanding your priorities, and creating a plan are keys to controlling your time, being more productive, and feeling more grateful. It’s possible to learn how to say no and choose the right way to spend your time for a productive, accomplished lifestyle that will help you reach your career and personal goals

     Learning Objectives

     During this lab, you’ll:

    1. Learn that defining your passions and priorities will set the foundation for a plan that leads to more productivity
    2. Discover the importance of creating a plan that puts you in control of your time and activities
    3. Realize how taking action and deflecting distractions will lead to achieving a higher level of productivity
    4. Learn to take control of your pace
    5. Gain follow up materials including your funability factor assessment


    About the Instructor

    Belinda Gates, Associate Certified Coach and Owner, Compass Enterprise LLC

    Belinda Gates is an associate certified coach and speaker. Her leadership development and executive-coaching services support engineers, architects and manufacturing companies and other corporate clients. Her speaking engagements include SMPS conferences and corporate meetings nationwide on the topics of leadership development, goal-setting, planning, and achieving success. Prior to starting Compass Enterprise, Gates held an ownership position at Luckett & Farley Architects and Engineers, where she served the marketing, business development, client management, and strategic direction of the firm for 17 years. Yates is also the author of Your Successful Life, The Playbook for Defining and Achieving What Success Means to You.

    She is a founding member of SMPS Kentucky and has served in various leadership roles at the chapter.