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  • Master This - Practical Applications of Storytelling in A/E/C Firms

    Contains 3 Component(s) Includes Multiple Live Events. The next is on 11/17/2020 at 12:00 PM (EST)

    If you’re like many A/E/C marketing/business development professionals, you’ve discovered that developing your company’s story is one of the hardest tasks on your long to-do list. After attending, you’ll walk away knowing how to capture your audience’s attention and compel them to respond.

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    If you’re like many A/E/C marketing/business development professionals, you’ve discovered that developing your company’s story is one of the hardest tasks on your long to-do list. Meanwhile, your revenue is lagging. Technical colleagues are confused. Your hit rate isn’t budging. And worst of all, you feel discouraged. Here’s the good news: It doesn’t have to be that way. In this three-part session, Everest Marketing Services President, Barbara Shuck  will share storytelling principles proven to engage clients, prospects, and colleagues. After attending, you’ll walk away knowing how to capture your audience’s attention and compel them to respond.


    Barbara Shuck, FSMPS, CPSM

    President, Everest Marketing Services

    With 25+ years working for A/E/C firms, Barbara understands the frustration of communicating differentiators and creating “why us” and “why not them” themes. At Everest Marketing Services, she uses a comprehensive suite of tools to help companies communicate clearly so they win work and attract staff to grow their business. She helps clients with internal communications and initiatives, and external efforts that win work through compelling and persuasive content and messaging.

    Barbara is a past-president of SMPS and is currently a SMPS Foundation trustee. She has a bachelor’s degree in Communication Arts (Journalism) and French, and a master’s degree in Business, (marketing emphasis), along with expertise in sales, printing, publishing, teaching, and marketing in the A/E/C industries.


  • Master This - Digital Readiness

    Contains 3 Component(s) Includes Multiple Live Events. The next is on 11/10/2020 at 12:00 PM (EST)

    A few months ago, the way we worked changed drastically. From new remote work policies to the way we handled business development, many firms had to turn on a dime to keep up. In this three-part session led by digital-marketing expert, Tim Asimos, you’ll learn unique ways to engage your audience and win projects in our virtual world.

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    A few months ago, the way we worked changed drastically. From new remote work policies to the way we handled business development, many firms had to turn on a dime to keep up. In this three-part session led by digital-marketing expert, Tim Asimos, you’ll learn unique ways to engage your audience and win projects in our virtual world.

     


    Tim Asimos

    Partner & Director of Digital + Growth

    As partner and director of Digital + Growth at circle S studio, Tim Asimos has a deep understanding of the ups and downs of the digital world. With an unwavering focus on the user experience, Tim helps guide the creation and development of websites and other digital projects. His keen insight and technological prowess help clients navigate the constantly changing world of marketing. Tim has long been a proponent of content marketing, and he helps clients engage their audiences in new and meaningful ways.

  • Develop Your Talent & Bottom Line: Subconscious Communications Skills

    Contains 3 Component(s), Includes Credits Includes a Live Web Event on 11/05/2020 at 2:00 PM (EST)

    This session will cover the importance of having a fluid communication platform among marketing, proposal, and business development staff. The reality is many firms have poor intercommunication and are misaligned. This discussion will use actual case studies to help communicate how firms can transform from a state of misalignment and information silos to where staff are better connected and sharing best practices. Ultimately, the session will rely upon the case study, audience participation, and discussion about formidable steps to build a strong capture and communication network. This overarching concept of an aligned capture and communication network between Marketing, Proposals, and Business Development staff will help signify the concept of the M/P/BD Triad of business success. Ideally, the audience will connect the pain points of sales misalignment and ineffective communication platforms while attaining new perspectives on how to become agents of change for capture and communication success.

    Presenter:
    Natalie Bradshaw
    Thursday, November 5, 2020, 2–3:30 p.m. ET/1 p.m. CT/Noon MT/11 a.m. PT

    Session Description

    This session will cover the importance of having a fluid communication platform among marketing, proposal, and business development staff. The reality is many firms have poor intercommunication and are misaligned. This discussion will use actual case studies to help communicate how firms can transform from a state of misalignment and information silos to where staff are better connected and sharing best practices. Ultimately, the session will rely upon the case study, audience participation, and discussion about formidable steps to build a strong capture and communication network. This overarching concept of an aligned capture and communication network between Marketing, Proposals, and Business Development staff will help signify the concept of the M/P/BD Triad of business success. Ideally, the audience will connect the pain points of sales misalignment and ineffective communication platforms while attaining new perspectives on how to become agents of change for capture and communication success.

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Natalie Bradshaw

    Natalie Bradshaw is a sought after speaker on communication, business, and personal development. After acting in over 3,000 performances on Broadway, she pursued graduate school to study the neural substrates of cognitive-communication.  As a clinical scientist, she has been published in national and international journals and has practiced in top medical institutions specializing in brain injury and polytrauma. As a consultant, she began her career in New York City where she worked with Wall Street executives and corporate leaders at prominent institutions such as Goldman Sachs, Sloan Kettering, and Yahoo.  Her communication work has grown from there, starting Full Cadence Consulting to help AEC professionals, attorneys, executives, and thought leaders reach their full potential. Evidence-based, with Broadway pizzazz - she quantifies the human side of communication.

    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!


  • Master This - Change Management

    Contains 3 Component(s) Includes Multiple Live Events. The next is on 10/13/2020 at 12:00 PM (EDT)

    Embracing change: It’s one of the hardest things to accomplish. But it’s necessary for personal and professional success

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    Embracing change: It’s one of the hardest things to accomplish. But it’s necessary for personal and professional success. In this Master This series, our presenter Maisha Hagan walks us through the process of change management and decision-making within your role and at your firm.


    Maisha Hagan

    CEO & Head Coach

    Maisha Christian Hagan is owner of and head coach at Beauty & the Boss, a professional development and career coaching service that helps women strategically position themselves for promotion or career growth. Prior to starting Beauty & the Boss, Maisha concentrated on the A/E/C industries as a professional services marketer, and as a director and member of an executive leadership team for multi-million dollar companies. She has a passion for people and a mind for business and has leveraged these strengths into teaching, mentoring, and coaching within public, private, and nonprofit communities.

  • Master This - Leadership Accountability

    Contains 3 Component(s)

    Accountability or ownership is the one thing that a leader wants every employee to exhibit. Unfortunately, few understand that accountability is a process you create, not something you simply demand. In this three-part interactive series, participants will learn a detailed process for creating and maintaining a culture of accountability.

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    Accountability or ownership is the one thing that a leader wants every employee to exhibit. Unfortunately, few understand that accountability is a process you create, not something you simply demand. In this three-part interactive series, participants will learn a detailed process for creating and maintaining a culture of accountability.

    Learning Objectives:
    • Understand why accountability is often equated with finding someone to blame
    • Learn the three critical steps to creating a culture of accountability
    • Understand how to set clear expectations and gain buy-in from the employee
    • Discover the most powerful performance management tool ever
    • Learn exactly how to coach an employee; a method that dramatically reduces conflict and treats the employee with respect and dignity

    Kelly Riggs

    Author, Speaker &Business Performance Coach

    Kelly Riggs is an author, speaker, and business performance coach. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a serial entrepreneur, and was selected to join the Forbes’ Coaches Council in 2019.

    He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

    His third book, Counter Mentor Leadership: How to Unlock the Potential of the 4- Generation Workplace, was co-written with his Millennial son, Robby Riggs. It was selected as the 2019 Gold Medal winner in the leadership category by Axiom Business Books Awards.

     

     

  • Awards and Rewards: How To Gain Recognition For Your Clients, Company, and Staff

    Contains 3 Component(s), Includes Credits Recorded On: 08/04/2020

    Some of the most challenging, yet rewarding assignments include developing award-winning submittals for local, state, national, and international competitions. And just like marketing and business development, there’s a strategy behind the research and getting those submittals ready. By following a strong process based on research, firms can earn recognition for project work, company initiatives, and staff achievements.

    Presenter:
    Lindsey Kubes, CPSM, Kubes Communication LLC
    Tuesday, August 4, 2020, 2–3:30 p.m. EDT/1 p.m. CDT/Noon MDT/11 a.m. PDT

    Session Description

    Some of the most challenging, yet rewarding assignments include developing award-winning submittals for local, state, national, and international competitions. And just like marketing and business development, there’s a strategy behind the research and getting those submittals ready. By following a strong process based on research, firms can earn recognition for project work, company initiatives, and staff achievements. 

    During the process, awards are often coordinated with clients or other teaming partners, further strengthening and solidifying relationships. As a result, companies increase their industry foothold, and staff, project teams, and clients receive well-deserved recognition, which leads to increased employee and client satisfaction.

    Session Learning Objectives

    During our August webinar, participants will:

    • Learn how to research award programs based on company services, geographic location, eligible projects, industry focus, and level of recognition (local, state, national, international) 
    • Hear about developing an award strategy based on research and aligned with company goals and initiatives 
    • Understand the process of scheduling an award strategy on a multi-year timeline for submission
    • Receive tips on crafting customized award narratives that meet required guidelines while making their firm’s submission standout as a winning entry 

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Lindsey Kubes, CPSM

    Owner, Kubes Communication LLC

    Lindsey Kubes, CPSM, is an award-winning writer and marketer for projects that include media articles, awards, corporate messaging, direct mail campaigns, magazines and marketing plans and campaigns. As owner of Kubes Communication, Lindsey helps clients put thoughts on paper, organize projects, and prioritize deadlines so their future workload becomes a well-developed plan for achieving results. She is a member of SMPS Fort Worth, served as a founding board member and secretary, and was named the chapter’s Marketer of the Year in 2019. 

    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!


  • Your Marketing Plan as Your Communications Foundation

    Contains 3 Component(s), Includes Credits Recorded On: 07/21/2020

    As marketers, we often feel like our efforts are constantly reactive. We’re handed RFQs and RFPs that we didn’t know were coming. We’re asked to post on social media just “to get our name out there.” And all of it seems random without any plan behind it. In this webinar, our presenter will give you the planning and measurement tools to maintain focus and keep your firm’s eye on the ultimate result. We take a different approach to building a realistic marketing plan by discussing seven key steps:  Discovery, Ideation, Goals, Strategy, Tactics, Analysis, and Refinement. By following these steps, you and your firm will become more proactive, be able to evaluate efforts, learn how to make improvements, and start to celebrate successes.

    Presenter:
    Pamela Conine, CPSM, Senior Consultant with Shaffer Creative
    Tuesday, July 21, 2020, 2–3:30 p.m. EDT/1 p.m. CDT/Noon MDT/11 a.m. PDT

    Session Description

    As marketers, we often feel like our efforts are constantly reactive. We’re handed RFQs and RFPs that we didn’t know were coming. We’re asked to post on social media just “to get our name out there.” And all of it seems random without any plan behind it. 

    In this webinar, our presenter will give you the planning and measurement tools to maintain focus and keep your firm’s eye on the ultimate result. We take a different approach to building a realistic marketing plan by discussing seven key steps:  Discovery, Ideation, Goals, Strategy, Tactics, Analysis, and Refinement. By following these steps, you and your firm will become more proactive, be able to evaluate efforts, learn how to make improvements, and start to celebrate successes.

    Session Learning Objectives

    During our July webinar, participants will:

    • Learn how to set specific, measurable, achievable, realistic, and timely (SMART) goals
    • Understand how a marketing plan serves as the foundation for your overall communication to meet your firm’s SMART goals
    • Learn the importance of revisiting who you are, what makes you unique, and who you serve to offer a refined brand profile
    • Understand the cyclical process step of  Strategy, Tactics, Analysis, and Refinement

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Pamela Conine, CPSM

    Senior Consultant, Shaffer Creative

    Pamela Conine, CPSM, is a senior consultant with Shaffer Creative. She’s an innovative leader with expertise to enhance corporate image and develop new business through marketing communication strategies. A passion for client success, Pamela is driven by a desire to help clients achieve their objectives through compelling internal and external marketing campaigns. She is currently a chapter volunteer for the Dallas and Fort Worth SMPS chapters, and previously served as SMPS Fort Worth president and co-chair for the SMPS Southern Regional Conference.

    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!


  • Proposals 101 for the A/E/C Professional

    Contains 9 Component(s), Includes Credits

    You can’t just keep your fingers crossed and hope for the best when it comes to winning work. There are insider tips and strategies all about putting together the best-possible proposal for your project pursuits. This on-demand course, taught by industry experts, provides the big picture of marketing and business development and the essential basics of Capture Planning, Tailoring Proposals, and Graphics for the A/E/C Professional. This course is comprised of four 60-minute modules—viewing the modules in sequential order is recommended to enhance learning. Each 60-minute webinar in this course is approved for 1 continuing education unit (CEU) for the Certified Professional Services Marketer (CPSM) Program.

    You can’t just keep your fingers crossed and hope for the best when it comes to winning work. There are insider tips and strategies all about putting together the best-possible proposal for your project pursuits. This on-demand course, taught by industry experts, provides the big picture of marketing and business development and the essential basics of Capture Planning, Tailoring Proposals, and Graphics for the A/E/C Professional.

    This course is comprised of four 60-minute modules—viewing the modules in sequential order is recommended to enhance learning.

    Each 60-minute on-demand webinar in this course is approved for 1 continuing education unit (CEU) for the Certified Professional Services Marketer (CPSM) Program.


    Intro Module: Get Started: A/E/C Marketing and Business Development

    Barbara Shuck, FSMPS, CPSM
    President, Everest Marketing Services

    For A/E/C firms, marketing is more than just a proposal and a cool website or Facebook ad. And now, business development involves a variety of activities—and various staff.

    No matter the size or setup of your firm, it’s time to take a look at your marketing and BD game plan. And a roadmap is just what you need to help transform your firm’s business and help with project wins

    Marketing is more than proposals. This introductory module provides the big picture of marketing and business development in the A/E/C industries. We’ll dig into the definitions of marketing and business development and explore how they apply to any firm. In addition, we’ll show how the SMPS Domains of Practice serve as pillars of an effective marketing program. 

    A good plan is necessarily agile, and this roadmap will help you plan, allocate resources, develop budgets, and measure performance. 

    With this clear roadmap in hand, you’ll move into the next three modules of this course with improved skills to develop winning proposals and strategies.

    During this 60-minute on-demand webinar, attendees will learn to:

    • Apply the SMPS definitions of marketing and business development for all types of firms
    • Sequence the three steps of business development and summarize how the SMPS Domains of Practice impact firm pursuit success
    • Apply the framework to proposals and other marketing initiatives in their firms
    About the Instructor

    Barbara Shuck, FSMPS, CPSM
    President, Everest Marketing Services

    With 25+ years working for A/E/C firms, Barbara understands the frustration of communicating differentiators and creating “why us” and “why not them” themes. At Everest Marketing Services, she uses a comprehensive suite of tools to help companies communicate clearly so they win work and attract staff to grow their business. She helps clients with internal communications and initiatives, and external efforts that win work through compelling and persuasive content and messaging.
     
    Barbara is a past-president of SMPS and is currently a SMPS Foundation trustee. She has a bachelor’s degree in Communication Arts (Journalism) and French, and a master’s degree in Business, (marketing emphasis), along with expertise in sales, printing, publishing, teaching, and marketing in the A/E/C industries.


    Module 1: Capture Planning

    Lindsay Diven, CPSM
    Senior Consultant, Full Sail Partners

    Capture planning is an essential element in winning pursuits. It’s a methodical process in understanding the client and decision-makers, the potential project and opportunities, and the competitive landscape—and then turning that into a winning proposal. It often requires a full team of business development, marketing, and technical professionals.  

    Much of the capture planning effort happens before the RFP is even released. An effective capture plan ensures that your business and marketing efforts align with your proposal strategy and the way you want to position your firm.  

    In this session, our instructor will introduce key elements of capture planning. Participants will explore ways to develop customer-specific strategies to help foster relationships and create compelling and compliant submissions that win.

    During this 60-minute on-demand webinar, participants will learn:

    • How to define capture planning and understand why it’s important
    • Key elements of a capture plan
    • How to utilize capture planning to differentiate your firm
    • How to leverage your capture team’s feedback to create successful proposals 

    This program covers the basics of capture planning and is ideal for those new to business development and sales as well as experienced mid-to senior-level marketers.

    About the Instructor

    Lindsay Diven, CPSM
    Senior Consultant, Full Sail Partners

    Lindsay Diven has more than 15 years of hands-on experience in professional services marketing and business development for the A/E/C industries. Currently, she’s a senior consultant for Full Sail Partners specializing in CRM implementation, training, and strategy for A/E/C firms nationwide. She also manages Marketers Take Flight, an A/E/C-industry specific marketing and business development training website. She has extensive capture planning and proposal management involvement, in responding to government municipalities and private sector clients domestic and internationally.

    Diven has served as the education and membership directors for SMPS Central Florida and serves as an advisor to the SMPS Southeastern Regional Conference. 


    Module 2: Tried-and-True Tactics to Tailor Proposals

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

    When reviewing proposals, the selection committee only has one question: Why is your firm the best fit for our project? But as proposal writers juggle multiple deadlines--with input from many parties and a laundry list of proposal requirements-- the answer to this important question gets buried. 

    It’s time to stop burying your message and start letting your main ideas shine through to strengthen your proposals. Presenter Jen McGovern, CPSM, will share best practices gained through preparing and reviewing hundreds of proposals for public and private clients worldwide. Participants will leave the webinar feeling prepared to tailor every section of their proposals, taking their next submittal to the next level.

    During this 60-minute on-demand webinar, participants will understand how to:

    • Hold a kick-off meeting that sets the foundation for a strong proposal
    • Develop features, separators, and benefits 
    • Tailor each section of a typical proposal so it stands out
    About the Instructor

    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.

    A frequent writer and presenter, Jen is president-elect for SMPS DC and a member of the SMPS Marketer Editorial Committee. She achieved her CPSM designation in 2015.


    Module 3: Easy Ways to Use Graphics in Proposals and Presentations

    Karen Kurta
    Owner, Karen K Photo

    Let's face it, nobody looks at a proposal or presentation and says "Yay, it's all words!" Yet most of the time we use pages of text or wordy bullets and wonder why our message gets lost. Visuals resonate with people, and using graphics as well-thought-out ways to convey or enhance your message is key to keeping your audience engaged.

    You don't have to be a graphic designer to use graphics effectively in proposals or presentations. There are many simple, yet effective ways to visually enhance your marketing materials. All you need is a little creativity.

    From developing tag lines and infographics to using photos and charts effectively, we’ll examine graphic tools to create better marketing materials. Using real-world examples from proposals and presentations, this session will explore creative alternatives to traditional text and bullet points. We’ll even cover tips and tricks for those with no graphic design help.

    During this 60-minute on-demand webinar, participants will learn: 

    • Why visual communication works so well
    • The types of graphics that are most effective and how to use them to support your message
    • Different ways of conveying information in proposals and presentations
    • How to easily build simple graphics
    • Resources and tips and tricks for inexpensive stock fonts and graphics
    About the Instructor

    Karen Kurta
    Owner, Karen K Photo

    Karen is a photographer, graphic designer, and visual marketing specialist with over 12 years of experience in professional services industries. She’s the owner of Karen K Photo, helping people and businesses improve their image to boost their marketing efforts and make a lasting impression.

    A three-time marketing excellence award winner, Karen excels in assembling complex pieces into concise and cohesive marketing materials. For eight years, she managed complex proposals and developed presentations, graphics, collateral, advertising, and project photography for two global construction firms. She was most recently a senior graphic designer for Cushman & Wakefield—a global commercial real estate firm—where she provided graphic design, photography, social media, and marketing support for over 40 brokers in two markets. She is known for efficiency, creativity, and the drive to continuously improve her skills.

    Karen is a member of Commercial Real Estate Women (CREW), Professional Photographers of America (PPA), and the Professional Photographers of Central Florida (PPCF).

    Lindsay Diven, CPSM

    Senior Consultant, Full Sail Partners

    Lindsay Diven has more than 15 years of hands-on experience in professional services marketing and business development for the A/E/C industries. Currently, she’s a senior consultant for Full Sail Partners specializing in CRM implementation, training, and strategy for A/E/C firms nationwide. She also manages Marketers Take Flight, an A/E/C-industry specific marketing and business development training website. She has extensive capture planning and proposal management involvement, in responding to government municipalities and private sector clients domestic and internationally.

    Diven has served as the education and membership directors for SMPS Central Florida and serves as an advisor to the SMPS Southeastern Regional Conference. 

    Karen Kurta

    Owner, Karen K Photo

    Karen is a photographer, graphic designer, and visual marketing specialist with over 12 years of experience in professional services industries. She’s the owner of Karen K Photo, helping people and businesses improve their image to boost their marketing efforts and make a lasting impression.

    A three-time marketing excellence award winner, Karen excels in assembling complex pieces into concise and cohesive marketing materials. For eight years, she managed complex proposals and developed presentations, graphics, collateral, advertising, and project photography for two global construction firms. She was most recently a senior graphic designer for Cushman & Wakefield—a global commercial real estate firm—where she provided graphic design, photography, social media, and marketing support for over 40 brokers in two markets. She is known for efficiency, creativity, and the drive to continuously improve her skills.

    Karen is a member of Commercial Real Estate Women (CREW), Professional Photographers of America (PPA), and the Professional Photographers of Central Florida (PPCF).

    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.

    A frequent writer and presenter, Jen is president-elect for SMPS DC and a member of the SMPS Marketer Editorial Committee. She achieved her CPSM designation in 2015.

     

    Barbara Shuck, FSMPS, CPSM

    President, Everest Marketing Services

    With 25+ years working for A/E/C firms, Barbara understands the frustration of communicating differentiators and creating “why us” and “why not them” themes. At Everest Marketing Services, she uses a comprehensive suite of tools to help companies communicate clearly so they win work and attract staff to grow their business. She helps clients with internal communications and initiatives, and external efforts that win work through compelling and persuasive content and messaging.

    Barbara is a past-president of SMPS and is currently a SMPS Foundation trustee. She has a bachelor’s degree in Communication Arts (Journalism) and French, and a master’s degree in Business, (marketing emphasis), along with expertise in sales, printing, publishing, teaching, and marketing in the A/E/C industries.


    Each 60-minute webinar in this course is approved for 1 continuing education unit (CEU) for the Certified Professional Services Marketer program. 

  • Get Your Firm Ready For Generation Z

    Contains 3 Component(s), Includes Credits Recorded On: 06/23/2020

    As your firm braces itself for the Z invasion, this webinar will help you prepare. It will cover aspects related to understanding, attracting, engaging, and retaining the next generation of employees and clients so your firm can continue to grow.

    Presenter:
    Ida Cheinman, Principal and Creative Director,  Substance151
    Tuesday, June 23, 2020, 2–3:30 p.m. EDT/1 p.m. CDT/Noon MDT/11 a.m. PDT

    Session Description

    Generation Z, which outnumbers Millennials, is entering the workforce. And it won’t be long before they become influencers in business decisions.

    The differences between Millennials and those coming behind them are significant. And even though it will be a few years before Gen Zers, who were born between 1997 and 2012, are making decisions on multi-million dollar construction projects, A/E/C firms are already challenged with attracting and retaining them as employees.

    A/E/C firms must make it a priority to get to know Gen Z and start developing and testing marketing strategies that will earn their attention and capture their business.

    As your firm braces itself for the Z invasion, this webinar will help you prepare. It will cover aspects related to understanding, attracting, engaging, and retaining the next generation of employees and clients so your firm can continue to grow.

    Session Learning Objectives

    During our June webinar, participants will:

    • Uncover the primary characteristics of Gen Z and what differentiates them from the previous generations
    • Learn what drives Gen Z and what strategies and approaches will become central to their firm’s ability to reach, connect with, and retain this new generation of A/E/C employees and future clients
    • Discover how to optimize their firm’s brand and digital and social communication channels to meet Gen Z’s expectations and preferences
    • Become familiar with what’s next in marketing trends, technologies, and tools in the context of what’s important to future A/E/C customers

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Ida Cheinman

    Ida Cheinman, Principal and Creative Director, Substance151

    Ida Cheinman, Principal and Creative Director of the brand strategy, design and digital firm Substance151

    Ida uses her 20+ years of experience as a brand strategist, designer, marketer, and educator to help business leaders and marketing professionals make sense of trends, tools, and best practices to position their firms to win in the 21st century’s fast-changing and extremely competitive marketplace.

    Ida is a sought-after speaker who presents nationally. She’s a frequent contributor to industry blogs and publications and a member of the Society’s Marketer journal’s editorial committee.

    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!    


  • Defining Your Firm’s Value Path

    Contains 3 Component(s), Includes Credits Recorded On: 04/07/2020

    There are four distinct categories of value development: functional, operational, transformational, and inspirational. Most professional service firms already deliver functional value, but what does it take to deliver operational value, or even a value that can transform a client’s project? In this webinar, we’ll review each of these categories and discover how delivering value can move your firm into increased revenue.

    Presenter: Elke Giba, Strategic Advisor and Marketing Consultant, Giba Group
    Tuesday, April 7, 2020, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

    Session Description

    No doubt about it — your firm delivers a specified value to your clients. But what do clients actually gain after working with your firm? How do you put that value into words and then share it with potential new clients as part of a value statement or unique selling position?

    There are four distinct categories of value development: functional, operational, transformational, and inspirational. Most professional service firms already deliver functional value, but what does it take to deliver operational value, or even a value that can transform a client’s project? In this webinar, we’ll review each of these categories and discover how delivering value can move your firm into increased revenue.

    Session Learning Objectives

    During this webinar, participants will learn:

    • The four categories of value that professional service firms can deliver to clients
    • The value category your firm delivers most frequently
    • Any new value or unique selling position that could be delivered
    • How to focus on transformational values to uniquely position a firm for financial success

         Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Elke Giba

    Strategic Advisor and Marketing Consultant, Giba Group

    Equal parts researcher, marketer, and business advisor, Elke Giba helps A/E/C firms plan to win more often through a foundational marketing strategy. Her work shows firms how to shed the "full-service" moniker and transform into specialists. By doing this, firms can spotlight their expertise and generate more business opportunities to grow the bottom line. An author and presenter, Elke speaks to business audiences on how to market their business more effectively, and frequently publishes marketing insights in industry publications and online. Although at home in Dallas and Nashville, she still cannot two-step to save her life.

    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!