Proposal Kit

Planning, managing, and writing proposals are some of the most important marketing activities professional services firms need to undertake to win work. With this kit, you’ll learn more about proposal essentials, secrets to proposal success, differentiation, and how to win a pitch.

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

  • How to Win a Pitch

    Contains 2 Component(s) Recorded On: 01/19/2016

    The biggest challenge in a sales presentation isn't convincing the client you're qualified. It's separating yourself from your highly qualified competitors by creating a better connection with the audience. Join SMPS for a highly engaging webinar that focuses on the fundamentals you must execute better than your competition if you want to consistently improve your chances of winning.

    You left no stone unturned in your quest to ensure the client would select you.

    You took the time to presell and build a solid relationship with a prospective client. Your proposal was well-received, you were deemed highly qualified, and you were invited to interview. As the date drew near, you prepared a dazzling slide deck, covering the history of your firm, bios of your key team members, a plethora of relevant previous experience, and a detailed technical approach for successfully completing the project on time and within budget.

    Yet in the end, they chose another firm. Sound familiar?

    The biggest challenge in a sales presentation isn't convincing the client you're qualified. It's separating yourself from your highly qualified competitors by creating a better connection with the audience. Join SMPS for a highly engaging webinar that focuses on the fundamentals you must execute better than your competition if you want to consistently improve your chances of winning.

    Learning Objectives

    During this webinar, attendees will learn:

    1. Identify and craft simple, listener-centered messages
    2. Develop a personal delivery style that allows you to better connect with your audience
    3. Prepare for and answer questions in a way that inspires confidence

    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.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $179
    Nonmember Site Registration: $239

    *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!

    Matthew J. Frankel, CPSM

    Chief Relationship Builder, Speechworks

    As a seasoned communications coach and trainer, Frankel's passion lies in helping professionals who deal with complex, technical subject matters to communicate their messages in a simple, persuasive way that inspires confidence from their listeners. His training experience includes serving as an advanced pilot ground instructor, graduate teaching assistant, corporate sales trainer, executive coach, and faculty member at Georgia Tech. Prior to Speechworks, Frankel spent nearly a decade leading the marketing and sales training efforts for a top-100 A/E firm. He currently serves on the education committee for SMPS Atlanta, and is a past co-chair for the SMPS Southeast Regional Conference.

  • Proposal Essentials: Putting Your Best Foot Forward to Get That Foot in the Door

    Contains 2 Component(s)

    Too often we're eliminated from the selection process due to a failed proposal submission—a minor technicality, lack of doing our homework, or neglecting to commit the necessary resources. If we don't prepare properly, we set ourselves up for failure from the beginning. This webinar will help you identify how to get started, what to do to stay on track, and how to help put together a winning proposal. We will identify who must be involved in the process, what information you should keep organized, and key elements of proposals that set yours apart from the competition. You'll learn how to pass the proposal scrutiny process and ultimately win that job.

    Too often we're eliminated from the selection process due to a failed proposal submission—a minor technicality, lack of doing our homework, or neglecting to commit the necessary resources. If we don't prepare properly, we set ourselves up for failure from the beginning.

    This webinar will help you identify how to get started, what to do to stay on track, and how to help put together a winning proposal. We will identify who must be involved in the process, what information you should keep organized, and key elements of proposals that set yours apart from the competition. You'll learn how to pass the proposal scrutiny process and ultimately win that job.

    Learning Objectives

    After attending, you'll be able to:

    • Define the necessary steps to putting together a winning proposal and getting your team to the shortlist interview
    • Understand what separates proposal responses in the eyes of the potential client
    • Have the tools to explain to your marketing/BD staff the importance of team participation
    • Identify reasons that your proposal could be scoring too low
    • Present to your firm the essential difference between a responsive proposal and just making a submission


    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.

    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!

    Ronald C. Kerins, Jr., CCM, LEED AP

    Principal Partner, GREYHAWK

    Ronald Kerins has more than 30 years' experience in all phases of construction management, from design through occupancy. He teaches various courses in construction and engineering for the Philadelphia Engineers Club, Temple University, Widener University, and Lorman Education Services. Kerins holds degrees in architecture and civil and construction engineering technology, as well as an MBA from Pennsylvania State University.

    Kathleen M. Kostiuk, CPSM

    Marketing Manager, GREYHAWK

    Kathleen Kostiuk also has more than 30 years' experience, specifically in the A/E/C industry. At GREYHAWK, she is responsible for managing all aspects of marketing and business development. Kostiuk is a member of SMPS Philadelphia and sits on the membership and CPSM certification/continuing education committees.

  • Proposal Secrets: Winning Your Next Proposal

    Contains 2 Component(s) Recorded On: 05/25/2016

    This is all about using the right proposal strategy and execution to increase your win rate.

    While most companies agree that their work is the primary focus of any RFP, many create documents that are never read due to non-compliance. Or, they're overlooked due to poor presentation quality and lack of readability. This can become demoralizing for teams who have invested time and energy; it can even bankrupt businesses.

    In Proposal Secrets, our presenter will review how to find opportunities, decide whether to pursue an RFP, and choose an effective design for increased readability. She'll also discuss the difference between compliance vs. responsiveness and how to do a competitive analysis against the incumbent and other submitting companies.

    Whether you're part of a large company with an internal proposal departments or a small business looking to expand or partner with others to create a team, this webinar will share great insights on how to manage a successful proposal process to increase your win rate.


    Learning Objectives

    During this webinar, attendees will learn:

    1. Best practices and procedures for finding proposal opportunities
    2. How to utilize HUB-certified businesses to the advantage of a proposal submission
    3. How to evaluate your company's strengths and services in regards to pursuing targeted RFPs
    4. Best practices and procedures in assessing which RFPs your company should pursue
    5. The importance of design paired with strategy and its impact with evaluators.

    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.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $179
    Nonmember Site Registration: $239

    *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!

    Julie M. Irvin

    President, Keystone Resources

    As president and founder of Keystone Resources, Julie Irvin brings over a decade of marketing, proposal strategy, design, and presentation experience. Before Keystone Resources, she gained experience as a presentation specialist for Walt Disney World.
    She is a frequent speaker at local, state, and national conferences and an active member of the National Speakers Association. Irvin's leadership skills have been recognized with the following awards: 2011 WBE Supplier of the Year, 2011 Under $1 Million in Annual Sales award by the Women's Business Enterprise Alliance, and 2010 Houston's Top 50 Women owned businesses by the Houston Business Journal.

  • Raising the “WOW!” Factor: How to Create Proposals that Truly Set You Apart

    Contains 2 Component(s) Recorded On: 01/20/2015

    Our January Webinar will introduce you to some very unusual techniques designed to develop a winning strategy, create a stunning first impression, and communicate your value and qualifications persuasively to get you to the top of the short list.

    The goal of a proposal is to first, convince the client that your firm is fully qualified to do the work—and second, to show the client that you bring something to the table they won't get from anyone else. Most proposals somewhat accomplish the first and fail miserably on the second.

    Our January Webinar will introduce you to some very unusual techniques designed to develop a winning strategy, create a stunning first impression, and communicate your value and qualifications persuasively to get you to the top of the short list.

    Learning Objectives

    During this Webinar, attendees will:

    1. Learn a compelling argument to convince your boss to pass on the RFP, if you don't want to go after the project

    And if you DO go for it...

    2. Develop a project-specific capture plan
    3. Create a smack-me-between-the-eyes first impression
    4. Use storytelling to grab and keep their attention
    5. Transform technical writing into persuasive prose
    6. Learn to not gloat obnoxiously when your hit rate doubles

    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.

    *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!

    David Stone

    President, blüStone Marketing

    David Stone has advised hundreds of design and construction firms around the globe ranging in size from one person to $2 billion in annual revenue. He's a sought-after speaker at conferences around the world and the author of 15 books including, Wired, which is used in the CPSM program. With a career that began in architecture in the mid-70s, Stone has held every position from draftsman to principal. He has witnessed and experienced the massive changes this industry has faced and continues to explore new ways to promote and sell design and construction services. He splits his time between Savannah, GA, and Vancouver, BC.