Defining Your Firm’s Value Path

Recorded On: 04/07/2020

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!    

  • Register
    • Non-member - $259
    • Member - $199
    • *Further discounts may apply once you log in.


Live event: 04/07/2020 at 2:00 PM (EDT) You must register to access.
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