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SMPS Member Profile

Posted: October 23, 2008

Name: J. Kevin Hebblethwaite, CPSM

Title: President

Firm: EDI, Ltd.

SMPS Chapter: Atlanta

News:

   • Chairing 2009 MCA Program. Start getting your entries ready now – call for entries will go out in December.
   • Recently presented to GA Tech’s “Leading the A/E/C Firm” class in the College of Architecture.
   • Taught an SMPS Atlanta Marketing Bootcamp session on market research – “Diagnostics & Warm Up!”

# of years in the A/E/C industry: 10+

How has SMPS helped you in your career?
Great networking contacts, great source of industry education and information. Did I mention great networking?

Helpful hint to share with your fellow SMPS members (website, blog, system, book, etc. that helps you do your job):
Read Management of the Absurd and see if anything sounds similar to your office. Laugh at least once a day. If you need assistance with that, call an engineer.

Tell us something we would be surprised to learn about you.
I organize the snacks in my pantry alphabetically. If you believe this, refer to previous question.

What I did at work yesterday:
Asked my banker if they had any money left – seriously. BTW, they do. We chose well.

How has your CPSM certification benefitted you?
It’s one of the absolute best ways to build credentials in our industry as a non-technical professional. Use it to get to the “inner table,” then deliver great results.

SMPS National Staff Member Profile

Posted: October 16, 2008

Name: Mary E. Cruz

Title: Senior Manager of Chapter Services

Organization: Society for Marketing Professional Services

# of years with SMPS: A little over five years.

What is your primary role with SMPS?
I work primarily in membership and chapter services. My role has evolved quite a bit over the past five years. I started out working in membership services and helped foster a change in the way we manage our daily processes and reporting methods. Over the last three years, my focus has expanded to include chapter services and development. I work with chapter leaders on various matters and provide resources that will encourage chapter growth and success. Another area of SMPS I became involved in, starting in 2003, was National’s participation level with Regional Conferences. The support from National for Regional Conferences has developed significantly in the last 5 years and I’m proud to have been a part of fostering that relationship.

What project(s) are you most excited about for the coming year?
Because our responsibilities at SMPS are always evolving, I find myself excited for the coming year and the new challenges that I face. My focus will be primarily on chapter research, development, and growth (new members and retention). I am already engaged on a regular basis with our members and chapter leaders and I look forward to taking that relationship to another level. The chapters of SMPS do amazing things and one of my goals is to learn about all of these things and share them, through different venues, with all chapter leaders.

What are your proudest accomplishments at SMPS? I would have to say the increased level of involvement and the relationships we’ve built with the chapters and its leaders. I feel a great sense of accomplishment when I think about how far we have come, as a team (national staff/board), when it relates to “building bridges” with the SMPS Chapters. I am also proud of how far Regional Conferences have come. I feel a special bond with the Regional Conferences and the committee members that work so hard to make them happen. SMPS National is always working to grow our support and involvement with the Regional Conferences. Most recently, we established a task force, made up of leaders that have chaired a Regional Conference to help develop recommended standards and operating guidelines in the form of a “guidebook” for Regional Conferences.

Tell us something we would be surprised to learn about you.
I was a ballet dancer (pointe) for 13 years. I had the privilege of studying for a summer at Duke Ellington School of Arts, in Washington, DC. I am also a member of the Daughter’s of the American Revolution (DAR).

What I did at work yesterday
Yesterday was a busy day like most others. To start the day I responded to e-mails and phone messages. I researched the history of the Washington DC Chapter for a leader. I helped two colleagues who were trying to resolve an issue with our membership database by running a report for them that would be useful. I wrote a letter to the Chapter Membership Chairs to be included in our collateral mailing. I attended a staff meeting. I began following-up on action items I am responsible for regarding the Regional Conference Task Force. I updated our Google calendar. I also added several documents to our Web site. Next, I spoke with two chapter leaders about the expansion of their chapter into a surrounding area and discussed the possible need for a new chapter. I spoke to several Regional Conference co-chairs about scheduling the PR items we are able to provide to them. I participated on the Regional Conference Task Force conference call. There’s more but I’ll stop here.

Pictured above (left to right): Olivia, Mary and Damon Cruz

SMPS Member Profile

Posted: September 25, 2008

Name: Barbara Shuck, FSMPS, CPSM

Title: Marketing Director

Firm: Emc2 Group Architects Planners, PC

SMPS Chapter: Arizona/Nebraska (I telecommute from Omaha)

News:
I will be a co-presenter with Marion Thatch, FSMPS, CPSM, at THE Marketing Event 2008 in NY on 11/7/08. The topic is “Getting to the Winners' Circle: How to Find Your Career Groove Through Mentoring.” Mentoring is a personal passion of mine, and Marion and I hope to “charge” up some folks to help them succeed at this SMPS NY event.

# of years in the A/E/C industry: 14 (25+ total)

How has SMPS helped you in your career?
SMPS provides the best source of educational workshops and conference sessions that are significant to my career development. Furthermore, my involvement has helped me develop leadership skills that I’ve applied in the workplace. My network of professional colleagues grows each year, and these folks have been a great source for brainstorming, industry trend comparisons, and career development discussions.

Helpful hint to share with your fellow SMPS members:
I subscribe to Visual Thesaurus, an innovative online resource for words and concepts. It’s much more interactive than searching through a book or Web site, and stimulates creative thinking.

Tell us something we would be surprised to learn about you.
I’m a Mount Everest expedition junkie. I read every book I can about the mountain, and watch all the mountain adventure movies. One of my industry friends took a hiking vacation there and shared her photos with me—my laptop wallpaper is Everest!

What I did at work yesterday:
I met with the Owners of the company in a strategic business planning session, shared lunch with SMPS colleagues to plan a presentation for a City of Phoenix Minority Business Workshop, finished an award submittal, designed an invitation for a project dedication, and worked with various technical staff to assist them with other award submittals.

How has your CPSM certification benefitted you?
In addition to studying and learning about best practices, techniques, and trends, the CPSM body of knowledge helped me organize my entire approach to marketing, which I’ve used in in-house training sessions, file organization, marketing planning, and career planning. I’m looking forward to seeing how the Domains of Practice evolve over the years, and welcome the career enhancements that will undoubtedly come with more CPSMs and industry recognition of the certification process. In addition, I also hope that I can serve the organization at higher levels as a leader.

Posted: September 11, 2008

Name: Gina A. Bedoya, CPSM, FSMPS

Title: President

Firm: Bedoya Business Strategies, Inc.

SMPS Chapter: New York City

News:
1. I became an SMPS Fellow;
2. I incorporated my business;
3. I had my article “Raising the Bar on Marketing” published in Perspective New York, a real estate industry publication;
4. My business made the list of “New York’s Top Real Estate PR Firms, Ad Agencies & Marketing Firms” in Perspective New York;
5. I am preparing for a panel discussion at THE Marketing event, to be held in New York City in November 2008;
6. I am working with the NYC Chapter’s Professional Roundtable Advisory Committee to launch a mentoring program; and
7. I participate on the SMPS National Education Committee.

# of years in the A/E/C industry: 25

How has SMPS helped you in your career?
SMPS has been the catalyst to helping me achieve the American dream. I was only eight when my family immigrated from Ecuador to the United States in the late
‘60s. Like many immigrants from third world countries, we came in search of a better life. My parents believed that a good education and hard work would help my sisters and I find financially secure jobs. However, after graduating from college in 1984 with a Liberal Arts degree, during a recession, I discovered finding a job was not going to be easy.

Eventually, I found a position with an environmental consulting firm and worked for a woman who was my biggest mentor. She gave me many opportunities and introduced me to marketing and business development. After eight years, I left the firm for personal reasons and moved to New York City where a colleague, now a good friend, introduced me to SMPS. I got a marketing education through SMPS as well as jobs. In addition, the firms I worked for got ahead because I was able to apply everything I had learned to my job. The connections I had made along the way helped as well.

In 2001, I became SMPS-NYC Chapter President. During the time of 9/11, I had huge support from many SMPS Chapter Presidents. This network provided me with emotional support that I will never forget. Finally, in 2006, with the confidence gained from all my years of experience, I ventured out on my own and started my own consulting practice, which is now thriving. So, has SMPS shaped my career? I would have to say, “Yes, and more!”

Helpful hint to share with your fellow SMPS members:
The website, www.bettermanagement.com, provides articles, webcasts and conferences addressing performance management, marketing management, financial management, business intelligence, IT management and other critical business management issues. I find the webinars to be most useful for my business. They are not industry related but I always like to research how the rest of the business world is executing their marketing efforts and managing their businesses.

Tell us something we would be surprised to learn about you.
I was a lightweight rower on the crew team in college. In my junior year, my boat, crew of eight, made it to the Eastern regional finals and won 3rd place! The rowing experience taught me discipline and teamwork, two important traits I carried over into my career.

What I did at work yesterday:
I met with a client to discuss their marketing plan for 2009.

If you are a CPSM, how has certification benefitted you?
My CPSM certification tells my clients that I have the credentials to develop and execute their marketing projects. It sets me apart from my non-CPSM competitors.

Posted: September 4, 2008

   Name: Dana Birkes, APR, CPSM, FSMPS

   Title: VP/Business Development & Marketing

   Firm: The Flintco Companies, Inc.

   SMPS Chapter: Oklahoma

News:
Incoming 2008–2009 National President of SMPS. Recently named a 2008 Honoree: 50 Making a Difference in Oklahoma which recognizes leaders that have made significant contributions in business and community.

# of Years in the A/E/C Industry: 24 Years

How has SMPS helped in your career?
SMPS has been a source of mentors that have helped guide my career. SMPS has helped hone my leadership skills through chapter and national volunteerism, speaking and writing opportunities, and by giving me the chance to be a mentor. SMPS has provided me with education programs at both the chapter and the national levels that have helped me expand my knowledge base and become more effective in my position and hence be more valuable to my employers. SMPS has challenged me to continue to improve my knowledge through the certification and fellowship programs. SMPS has provided me with a national network of contacts that has helped me identify teaming opportunities and provided business intelligence that helped me build business for my company--and in turn advanced my career.

Helpful hint to share with your fellow SMPS members:
I use the Associated Press Style Guide as our company-wide writing standard. This helps assure things like abbreviations and punctuation are consistent and accurate in our communications across all nine offices. I also document, and update regularly, our company’s key differentiators and publish this document internally to assure we are consistently referencing these in all our communications.

Tell us something we would be surprised to learn about you.
I have two daughters—Kelsey 16 and Taylor 11—and my husband is an architect and partner in his firm. While this in itself is not too surprising, I have received many questions when I visit chapters on how to balance a challenging career that requires extensive travel with involvement in professional and community organizations and family. My answer is—I don’t. Some area in your life is always getting shorted on your attention—the key is to build a network of resources and be sure that the same areas don’t get shorted for too long consistently. This is where the balance comes in.

What I did at work yesterday:
I was out of the office yesterday. I drove to Wichita, Kansas to the SMPS meeting there and had the honor of inducting their new board of directors. Since it was a three hour drive both ways, that pretty much consumed the day. However, I took advantage of the long drive to organize my thoughts about a re-branding campaign we are working on and to catch up on phone calls.

How has CPSM certification benefitted you?
We are in a business where licensure and certification are highly valued. While we have a ways to go for broad awareness of what those initials stand for; it does prompt questions that allow me to provide the background. This in turn raises awareness and credibility that marketing professional services requires unique expertise and skills. So it has benefited me by adding credibility.

Posted: August 28, 2008

Name: Melissa Lewis, CPSM

Title: Marketing Manager

Firm: Pape-Dawson Engineers, Inc.

SMPS Chapter: San Antonio

News: SMPS Chapter President of the Year and San Antonio Chapter Grand Prize Striving for Excellence Winner

# of years in the A/E/C industry: 6

How has SMPS helped you in your career?
SMPS has helped me grow professionally and personally through educational opportunities, networking, and leadership skills development. I have met countless industry contacts and some of my closest friends through SMPS.

Helpful hint to share with your fellow SMPS members:
The most important part of my job as a marketing manager at Pape-Dawson Engineers and President of SMPS San Antonio is the people that make up the team I lead. You can have the perfect system, process and/or plan in place, but if you don’t have the right people with a personal, innate desire to positively contribute to the team, then you don’t have much of anything. I am so fortunate that in SMPS and in my job, I have strong, competent team members that certainly fit this description.

Tell us something we would be surprised to learn about you.
I was a competitive gymnast for ten years.

What I did at work yesterday:
Our marketing team prepared a presentation and coached the presenters for a short-list interview.

How has CPSM certification benefitted you?
Studying for the exam was an extremely valuable experience, as I learned a lot from the literature and the discussions in our study group. Also, because earning a Professional Engineering license is important at the company where I work, the Officers at Pape-Dawson were very interested in the curriculum I studied, they were supportive of my taking the test and they were very excited when I passed! Studying for and earning your CPSM helps you reach a higher level of competency so that you are better equipped to intellectually contribute to strategic discussions and become a more valued, respected team member, both within your organization and when working with others in the industry.

Posted: August 21, 2008

Name: Marion Thatch, FSMPS, CPSM

Title: Marketing Director

Firm: AMEC Geomatrix

SMPS Chapter: San Francisco

News: I recently became an SMPS Fellow which requires 10 or more years of active membership in SMPS; achievment of the CPSM designation; significant contributions to our profession; significant contributions to SMPS; and significant contributions as a mentor to other professionals. I also won the Sandy D'Elia Marketer of the Year Award from SMPS San Francisco in June 2008.

# of years in the A/E/C industry: 20 years in marketing, 30 years overall in the A/E/C industry. My early days were in graphic illustration and design for an architecture and land planning firm.

How has SMPS helped you in your career?
SMPS has truly been my primary source of education in marketing for the A/E/C industry. From the network of stars who are more than willing to share information, the national conference presenters who provide insight and resources, to the suggested reading in the monthly Marketer, I have been able to continue learning on a regular basis to stay abreast of trends and develop strategies.

Helpful hint to share with your fellow SMPS members:
Rainmaking Made Simple: What Every Professional Must Know by Mark Maraia. This book written to address professional services marketing for the legal profession has been instrumental in providing me with insight for coaching the technical professionals I work with on a daily basis.

Tell us something we would be surprised to learn about you.
I won the Triple Ripple Ice Cream Sales contest at 16 when I worked for McDonald’s.

What I did at work yesterday:
Developed a list of key staff with expertise in petroleum hydrocarbons, brainstormed ideas for developing an interview kit for giveaways at college career fairs, and helped strategize for a world-wide due diligence project.

If you are a CPSM, how has certification benefitted you?
Working for a firm where 2/3 of the technical staff have advanced degrees, having my CPSM has provided me with added credibility.

Name: Michelle Monnett

Title: Associate Vice President

Firm: DMJM H&N | AECOM

SMPS Chapter: Washington, DC

News:
Recently received the Washington, DC Chapter’s Ginny Solomon Golden Tuba Award. (The Golden Tuba Award is presented annually to an individual in the Chapter whose achievements and contributions to the field are considered exemplary. The Golden Tuba Award was presented first in 1981 to Jeanne Murphy, who was executive director of SMPS National when it relocated to Alexandria, VA from its early days in St. Louis. Since that first tuba award in 1981, the Washington, DC Chapter has recognized 24 leaders with the Golden Tuba Award for their contributions to marketing and/or to the professional services arena based on “outstanding advancement of the marketing profession.”)

# of years in the A/E/C industry: 18

How has SMPS helped you in your career?
SMPS has been invaluable, both professionally and personally. SMPS has provided me with educational programs and training to help advance my career. The networking contacts and friendships I make through SMPS provide me many local and national resources. Through them, I am able to research project information to better position my firm and identify teaming partners and consultants for our pursuits.

Helpful hint to share with your fellow SMPS members:
Online newsletters such as ArchNewsNow and Real Estate Bisnow (a Washington, DC publication) provide me with local and worldwide AEC industry news.

Tell us something we would be surprised to learn about you.
I have one of the messiest desks in my office.

What I did at work yesterday:
Attended a management meeting and a marketing meeting; reviewed RFPs; provided assistance and guidance on a proposal; and coordinated Arlington office logistics for a live Webcast between five AECOM companies.

Name: Andy Zinsmeyer

Title: Manager

Firm: ZTP LLC

SMPS Chapter: St. Louis

News: SMPS Founder and former SMPS Executive Director

# of Years in the A/E/C Industry: 35 years

How has SMPS helped in your career?
When we met for the first time in September 1973, we realized that sharing experiences would help us all. SMPS was “born” from this thought. In addition to sharing experiences, we wanted to work with the management of our firms to gain recognition of marketing as a viable entity within the business aspects of running a professional design firm. (Excerpted from SMPSnews, May 1979, “An Interview with Andy Zinsmeyer” by Assistant Executive Director Mike Borth.)

Helpful hint to share with your fellow SMPS members:
Become active in SMPS!

Tell us something we would be surprised to learn about SMPS.
After our meeting on September 15, 1973 where we met for cocktails and discussed marketing “trade secrets,” I applied all of my knowledge and creativity to come up with a name for our group, the “Society of Bird Doggers (SOBs).” I chose bird doggers because they “sniff out leads.” This name lasted for 62 days. We changed the name to National Society for Marketing Professional Services (we dropped the word National by February 1974) and now it stands as Society for Marketing Professional Services.

What I did at play yesterday:
I lost to the U.S. Champ in Golf Croquet at the Seattle Open.

Pictured above are: Andy Zinsmeyer and his grandchildren at the Seattle Open, Golf Croquet Tournament in July 2008. Pictured left to right: Sofia Zinsmeyer, Gus Zinsmeyer, Katie Wiser, Ethan Wiser, Andy, Lily Fouke, Amy Rose Zinsmeyer (in back), and Olivia Zinsmeyer (in front).

Name: Lou Zickler, FSMPS

Title: Principal and co-owner

Firm: Zickler Associates, LLC in Indianapolis, IN

SMPS Chapter: Indiana

News:
Our firm recently became involved as a partner in a large mixed use urban redevelopment project in the heart of Downtown Indianapolis and in the shadow of our new Lucas Oil Stadium (2008 new home of the Indianapolis Colts). Project particulars can be found at www.legendsdistrict.com

# of years in the A/E/C industry: 36

How has SMPS helped you in your career?
SMPS was definitely instrumental in advancing my career marketing architectural and engineering services, and ultimately provided me the confidence and resources to join with family members in creating Zickler Associates, LLC, dedicated to providing real estate solutions that enhance wealth and sustain quality communities.

Helpful hint to share with your fellow SMPS members:
A few years ago I was fortunate to be part of creating www.IndianaEconomicDigest.net, a collaboration of the Indiana Business Research Center, the Hoosier State Press Association and the Indiana Association of REALTORS®. The on-line digest is a rich compendium of information extracted daily from newspapers all over the State of Indiana. It’s a wonderful resource for anyone wanting an easy way to keep abreast of growth and development opportunities in our Indiana communities. I use it pretty much daily.

Tell us something we would be surprised to learn about you.
During my college years, I was lead singer and rhythm guitar player in a rock band known as the Mysfyts.

What I did at work yesterday:
Yesterday I traveled with a client and the client’s engineer to meet with a land owner with property neighboring a 100-acre site my client will be developing as a distribution center. We were negotiating access through the neighboring parcel that would reduce the cost of providing storm drainage and sanitary sewer infrastructure, while simultaneously allowing the possibility of expanding the business park size by about 60%. It was a long day but hopefully we have laid the groundwork for a win-win situation and a successful outcome.

Name: Marta Baker

Title: Director of Marketing & Communications

Firm: Haselden Construction LLC

SMPS Chapter: Colorado

News:
Currently serving SMPS Colorado chapter as President. I am excited to welcome SMPS to Denver in August for our annual conference, Build Business. I also write a monthly newsletter for SMPS Colorado keeping our members informed.

# of years in the A/E/C industry: 29

How has SMPS helped you in your career?
Being involved in SMPS’ committees and on the Board has helped me develop leadership skills. Having to speak in public has helped me overcome my fear of public speaking.

Helpful hint to share with your fellow SMPS members:
I focus on tasks, support my marketing team and consistently work toward the betterment of my firm. I remain open to change.

Tell us something we would be surprised to learn about you.
I dreamed of being an actress until the reality of life set in.

What I did at work yesterday:
Reviewed 3 proposals, spent time writing one proposal, shortlisted website firms and set up timetable and specifics to interview them, set up final interviews to hire a new member on our team, contacted members of the SMPS Colorado Board concerning upcoming events, learned we were not shortlisted on a project that was “in the bag”.

Name: Janet Aubry, FSMPS

Title: Principal (Princess?)

Firm: Aubry Architects in Anna Maria, FL

SMPS Chapter: Tampa Bay

News:
I travel a lot and now spend more time on projects than on marketing. Presently I am fundraising for and coordinating a historic cemetery restoration in Northern Michigan; designing luxury home interiors for a Florida residential developer; supervising construction of a home remodeling/addition in Florida; collaborating with Eugene Aubry FAIA on a log cabin in the north woods; and doing a market research project to identify leads for a NHRA Drag Racing team attempting to secure a $4M sponsorship deal. I will also fulfill a lifelong dream to visit Alaska for 2 weeks later in the summer.

# of years in the A/E/C industry:
42 years beginning at age 17

How has SMPS helped you in your career?
SMPS gave me professional credibility, enabled me to become a non-technical principal, afforded me many challenging career opportunities, introduced me to friends I have had for a lifetime and ultimately provided me with enough financial security to work for myself and do whatever I want.

Helpful hint to share with your fellow SMPS members:
My helpful hint for others is more philosophical than practical. Work hard doing what you love. Be smart and optimistic. Take creative chances and never stop learning new things. Work well with and be helpful to others. Keep a good balance in your life. Spend leisure time with your SMPS friends.

Tell us something we would be surprised to learn about you:
You might be surprised to know that I love baseball, drag racing and still am in close touch with almost everyone I went to high school with at East Lansing High School in Michigan.

What I did at work yesterday:
Yesterday was spent at the lumber yard looking at materials for the log cabin. With a limited budget, it is incumbent upon us to find faucets, fixtures, appliances, doors, windows, sinks, countertops, etc. that are bottom of the line but still in keeping with our vision of creating a truly wonderful little place with nothing in it made of my nemesis, vinyl.

If you are a CPSM, how has certification benefitted you?
I came along way before CPSM was created so I am 'grandmothered' in so I can't say it has been a benefit to me personally. It does, however, please me tremendously to know that through SMPS our profession continues to value and recognize a high level of knowledge and competence. As a founding member, SMPS has benefitted me in countless positive ways. The best is the feeling of achievement I have in helping create a great organization which continues to do all the things we dreamed that it could so long ago and that so many of our ideas are still viable today.

Name: Christopher T. Morhardt

Title: Managing Partner

Firm: Pharus Group, LLC

SMPS Chapter: Treasure Coast of Florida

News:
Preparing along with the help of our outstanding initial Board members to charter the Treasure Coast of Florida Chapter.

# of Years in the A/E/C Industry: 17 Years

How has SMPS helped you in your career?
SMPS has been very influential in providing networking with peers who understand marketing and business development in the A/E/C industry. Being in the presence of other professionals in the industry is motivating and educational. I strongly believe success breeds success.

Helpful hint to share with your fellow SMPS members:
I am a firm believer in education. In addition to SMPS Marketer, a few other publications I enjoy and find motivating are:

Jack – Straight From The Gut by Jack Welch (former GE CEO)
Fish Tales by Stephen C. Lundin, Ph.D
Raising Employees by Herbert P. Ricardo,Ph.D
Entrepreneur Magazine

Tell us something we would be surprised to learn about you.
I am licensed in two states as a professional landscape architect but have a passion for the “business” of the A/E/C industry, which has led to the formation of the consulting firm Pharus Group, llc. I was also awarded the “Young Entrepreneur of the Year” in 2002 by the U.S. Small Business Administration.

What I did at work yesterday:
Pursued multiple business opportunities and assisted my clients in building their businesses to be stronger and more profitable.

Name: Betty Helms, FSMPS

Title: President

Firm: Helms Consulting, Inc.

SMPS Chapter: Central Pennsylvania

News: Became a Fellow

# of Years in the A/E/C Industry: 19

How has SMPS helped in your career?
SMPS has been the most important professional organization in which I have been privileged to be a member. Tapping into the industry and marketing experience of other members has been invaluable. The industry-specific educational programs continue to sharpen my skills. The local, regional, and national networking opportunities provide contacts and resources that make my job easier. The bonus has been the friendships that have evolved.

Helpful Hint to Share with Your Fellow SMPS Members:
I recommend that senior marketers and SMPS veterans give back to the profession. You often learn so much more when you teach and mentor.

Tell us something we would be surprised to learn about you.
I continue to take golf lessons. My game stays about the same.

What I did at work yesterday:
Developed a “How to Manage a Trade Show Booth” presentation.

How has CPSM certification benefitted you?
As a consultant, my CPSM designation validates my credentials. It indicates that I have the knowledge and skills necessary to generate profitable business in the A/E/C marketplace.

Name: Tim Klabunde

Title: Director of Marketing

Firm: William H. Gordon Associates, Washington, DC

SMPS Chapter: Washington DC, Board of Directors

News:
I recently began contributing to Marketer (recent articles included “Network Like an Introvert” and “Rethink Networking”) and in August I will speak at CPSM Day during Build Business 2008.

# of Years in the A/E/C Industry: 9

How has SMPS helped you in your career?
Relationships. When I went to my first SMPS event I was excited to see the strength of the relationships in my local chapter. Almost 10 years later I sit on the Board of Directors for the DC Chapter of SMPS with a group of people that I am proud to call my friends. Through the SMPS network I have seen tremendous career growth and the excitement of building success with friends.

Helpful Hint to Share with Your Fellow SMPS Members:
Mark Buckshon, the President of Construction News and Report, writes an incredible blog on marketing that can be found at http://constructionmarketingideas.blogspot.com.

Ford Harding of Harding & Company just updated his book Rain Making. The updated chapter on networking (chapter 8) is simply the best resource on networking available.

As a Fellow at Johns Hopkins University I am a bit biased on this one but…if you are even considering an MBA make certain you check out the Carey Business School of Johns Hopkins University. Hopkins is doing things for Business Education that Harvard and Yale need to read up on.

Tell us something we would be surprised to learn about you.
I am an avid blogger. Two or three times a week you can see my posts relating to networking, marketing, and business on my blog at www.CofeBuz.com. Although watch out, if you send me an e-mail or note you run the risk of being mentioned in an upcoming blog!

What I did at work yesterday:
I solved problems, helped others succeed, laughed with friends, and brought work in the door. No wonder I love marketing.

Name: Matt Handal

Title: “The Marketing guy over at Trauner” – No title at the moment.

Firm: Trauner Consulting Services, Inc. in Philadelphia, PA

SMPS Chapter: Philadelphia

News: Contributing Editor for SMPS Marketer. Still trying to help the A/E/C industry deliver projects on-time, within budget, and without disputes through my website/video podcast called “Construction Netcast.” And still looking for content contributors.

# of Years in the A/E/C Industry: 8 (+1 year in Commercial Real Estate)

How has SMPS helped you in your career?
I think SMPS is a great resource for meeting people who have your job. Ultimately, most everybody at SMPS “does what I do.” We all have rushed to get proposals out, fielded questions from clients, prepared for presentations, etc. As an engineer, when you go to S.A.M.E. or A.S.C.E., you don’t automatically know exactly what the person next to you does on a day-to-day basis. You can instantly relate to people at SMPS. I think that’s unique among professional organizations.

Helpful hint to share with your fellow SMPS members:
The biggest change in my professional career happened when I fully embraced David Allen’s “Getting Things Done” methodology. It took me about 3 years to fully commit, but now I’m less stressed and get an amazing amount done. I can’t recommend it enough if you ever feel overwhelmed.

Tell us something your fellow SMPS members would be surprised to learn about you.
From a professional standpoint, my father was the worst Contractor in history. He burnt our house to the ground with his electrical expertise. I think he was in the doghouse until he rebuilt our home. That is my A/E/C pedigree.

What I did at work yesterday:
Spent 14 hours writing a proposal. Looked at the area where my new hire will sit and asked myself, “How am I going to get that area set up by Monday?” Took headshots for some of our staff. Begged accounting for a $250 check. Had nasty argument with firm’s President about the Kink’s “Soap Opera” (Can I honestly work for someone who doesn’t like that album?). Signed us up for a charity run. Reviewed RFPs. Haggled over a printer contract. And talked to a Principal about the logistics of assignments in Dubia and Israel over a bowl of curry. Just made the last train home. All in a days work.

Name: Brad Thurman, P.E., CPSM

Title: Principal

Firm: Wallace Engineering in Tulsa, OK

SMPS Chapter: Oklahoma

News: Working with Nancy Usrey as co-chair for Build Business 2009 in Las Vegas

# of Years in the A/E/C Industry: 23

How has SMPS helped you in your career?
My training is in engineering, not marketing. SMPS has given me knowledge, tools and, most importantly, a network that has helped me immensely. One of the strengths of the organization is that it can help people from various backgrounds be successful.

Helpful hint to share with your fellow SMPS members:
Take advantage of this organization. Websites and resources come and go, but the relationships you make through SMPS will last a lifetime.

Tell us something your fellow SMPS members would be surprised to learn about you.
I’m addicted to anything made by Apple. Not a surprise if you know me, but it’s an odd trait for an engineer.

What I did at work yesterday:
Dealt with construction issues; helped add features to our in-house CRM system.

How has CPSM certification benefitted you?
It’s given me the confidence that I might really know something about what I’m doing – a sense of validation, so to speak.

NAME: Deborah Fischer Stout

TITLE: Director of Sales & Marketing

FIRM: PBA Architects, Wichita, Kansas

SMPS CHAPTER: Wichita

NEWS:
Started a new chapter when many people said it couldn’t be done. We went from 8 members a year ago to 47 members April ’08 – almost a mid-sized chapter! Our program attendance has grown from an average of 25 to an average of 60 in the same time period.

NUMBER OF YEARS IN THE A/E/C INDUSTRY: 8

HOW HAS SMPS HELPED YOU IN YOUR CAREER?
The all time stellar educational moment came when I listened to the Webinar “How to Develop a Relationship with the Media”. I immediately went back to my desk and started applying what I learned. Without a doubt, the knowledge gained from that experience has done more for my firm, and more for my career than any other single thing I can point to. From a business development perspective, relationships I’ve developed through SMPS have resulted in several potential projects that neither I nor my firm would have dreamed possible before.

HELPFUL HINT TO SHARE WITH YOUR FELLOW SMPS MEMBERS:
Kathy Handen, the 2007-2008 Hawaii Chapter President turned me on to Google Alerts right after we returned from National Conference. Google Alerts notified her of a story in a Wichita newspaper about my trip, and so she emailed me about it. Amazed at her awareness, I asked her how she came to learn of the story. After getting turned onto Google Alerts myself, they have become a daily part of my early project research tools. The knowledge gained from one Google Alert helped us get shortlisted for a project in a part of Kansas where we had no prior representation. The details of this story are too long to go into here, but it truly was ‘news you can use’.

TELL US SOMETHING WE WOULD BE SURPRISED TO LEARN ABOUT YOU.
In addition to my human family, I live with three dogs and a cat. A couple years ago the animals outnumbered the people: three dogs, two cats, a fish and a ferret. Believe me, the reduction in mouths to feed is a welcome reprieve. The whole animal thing though is not my bag, really. However, as we all know life is a give and take. I trade getting pampered by my husband for learning to live with his animals. A pretty good trade, actually.

WHAT I DID AT WORK YESTERDAY:
Plowed through Google Alerts, and learned of a state university that has been able to increase its enrollment while others across the state have seen flat growth. Obviously, this institution is worth investigating further for possible residence halls, etc. Also worked on a press release and two promotional postcards, a speaker for SMPS, and called an SMPS colleague regarding a project we are working on together.

NAME: Darrel Berry, Manager of Marketing Communications

FIRM: Hanson Professional Services Inc., Springfield, Illinois

SMPS CHAPTER: Chicago

NEWS: Recently promoted from Senior Graphic Designer to Manager of Marketing Communications

NUMBER OF YEARS IN THE A/E/C INDUSTRY: 13

HOW HAS SMPS HELPED YOU IN YOUR CAREER?
By attending SMPS functions, I learn about new ideas for marketing projects and network with other professionals in the industry. Hanson also participates in SMPS communication contests, elevating our credibility with our clients and employees.

HELPFUL HINT TO SHARE WITH YOUR FELLOW SMPS MEMBERS:
iStockphoto.com – great resource for the money!

TELL US SOMETHING WE WOULD BE SURPRISED TO LEARN ABOUT YOU.
I enjoy cabinet-making in my spare time. It’s a great feeling to look around and see things I’ve made being used in my own home.

WHAT I DID AT WORK YESTERDAY: Solved problems, answered phone calls and put out fires!

NAME: Donna J. Corlew, FSMPS, CPSM

FIRM: The Schneider Corporation, Nashville, TN

SMPS CHAPTER: Nashville

NEWS: Joined The Schneider Corporation’s Nashville office as Business Development Manager in Oct 2007

NUMBER OF YEARS IN THE A/E/C INDUSTRY: 20 years (May 1987)

HOW HAS SMPS HELPED YOU IN YOUR CAREER?
To borrow Verizon’s tagline – “It’s the network.” Whether positioning for a project, researching a new market, or looking for advice on my career, the network of friends, mentors, and colleagues developed over the past twenty years has been invaluable. Keep in mind that network is a two-way street. You can’t take and take without giving back as well.

I would be remiss to overlook the education provided by our local chapters and the national organization. Our educational offerings have expanded to address the diverse communities within SMPS, from marketing coordinators to senior firm leadership. My favorites – Build Business (national conference) and the regional conferences. All are excellent opportunities to connect with peers from across the country and expand my view of our industry and the role of professional services marketing. As National President, it’s been my pleasure to attend many of the regional conferences and experience the excellent programming and camaraderie.

SMPS Member Profile

Posted August 17, 2010

Name: Larisa M. Langley, CPSM

Title: Marketing/Communications Manager

Firm: Coyle Engineering

SMPS Chapter: SMPS San Antonio

News: Named MySMPS Power User for June 2010

How have you been using MySMPS?
I signed up to get the notifications of queries to the network, and I love Ron Worth's blog! Saved it as a favorite on my browser bar for quick access when I have a spare moment.

What are your favorite features of MySMPS?
At this point, I've enjoyed using the Marketing Resource Center. For so long, posts on the SMPS listserve couldn't accommodate attachments and now there is a place for folks to post information.

How have you, your firm, and/or your chapter benefitted from MySMPS?
Using the Marketing Resource Center, we have streamlined some of our processes.

What is your overall opinion of MySMPS.org? Would you recommend MySMPS.org to your SMPS colleagues?
I recommend the community quite often. There are so many useful and helpful aspects, it would be unfortunate not to take advantage of it.

What other social media tools do you use and how have they been effective for you personally or for your firm?
We use LinkedIn and are looking forward to it becoming more company friendly.

Haven't logged in yet? Connect yourself in this powerful new addition to the SMPS network by visiting MySMPS.org today!

SMPS Member Profile

Posted July 30, 2010

Name: Matthew Hawk

Title: Senior Marketing Coordinator

Firm: Fay Spofford & Thorndike

SMPS Chapter: Boston

News: Named MySMPS Power User for May 2010

How have you been using MySMPS?
I have been uploading documents that I think may be important to the Board of Directors of the Boston Chapter, the general membership, and I have also had success in creating an impromptu CPSM Study group. In addition, I've participated in a couple of discussion groups and generally just tooled around the site.

What are your favorite features of MySMPS?
This is a place where the Boston Chapter will keep historical documents (at a minimum), and provide membership with information when they desire to use it. I also like checking out the profiles of my colleagues, it gives me insight into how others do it.

How have you, your firm, and/or your chapter benefitted from MySMPS?
I have made a few contacts through creating the CPSM Study group. I posted some information, tagged it so it could be searchable and lo and behold a few interested folks from Michigan joined in!

Right now, I see the need to get the word out about MYSMPS.org to get more folks in there, and then, to practice what I preach and use the community to help me in my daily work. It's a community, and it needs a population.

What is your overall opinion of MySMPS.org? Would you recommend MySMPS.org to your SMPS colleagues?
YES! It is a valuable tool, but you've got to use it!

What other social media tools do you use and how have they been effective for you personally or for your firm?
In addition to MySMPS.org, I use the big three, Twitter, LinkedIn and Facebook. They're reincarnations of getting information, a lot of information, and making connections, a lot of connections too. So I use them as guides, ticklers, and nuggets to add value to the everyday job I do writing proposals.

Haven't logged in yet? Connect yourself in this powerful new addition to the SMPS network, by visiting MySMPS.org today! Don't forget to visit Matt's profile once you log in!

Posted September 30, 2009

Name: Sheryl Maibach, FSMPS

Title: Chief Marketing Officer

Firm: Barton Malow

SMPS Chapter: Michigan

News: Selected as the 2009 SMPS Marketing Achievement Award Winner

# of years in the A/E/C industry: 31

How has SMPS helped you in your career?

SMPS has:
• helped me avoid making more mistakes
• provided peer networking for business connections
• provided benchmarking data
• motivated me to write articles and develop classes

Helpful hints to share with your fellow SMPS members:
• Active SMPS members who participate on committees and boards reap the most benefit from their membership.
• Have a broad reading list! Read the Marketer.
• Make sure customers are the focus of your firm's marketing activities.
• Don’t do things just because the firm did it last year.
• Innovate and push the envelope!

Tell us something we would be surprised to learn about you.
I never planned to work in the A/E/C industry.

What I did at work yesterday:
• Planned my day
• Reviewed social media plan implementation activities
• Reviewed budget performance
• Had lunch with a customer
• Developed a presentation
• Reviewed business plan progress and due dates

SMPS Member Profile

Posted September 3, 2009

Name: Kristy Kevitt, LEED AP

Title: Principal, Business Development

Firm: SmithGroup

SMPS Chapter: Arizona

News: Kristy was part of “See Kili Our Way” – a quest to summit Mt. Kilimanjaro in Tanzania, Africa. Standing 19,340 feet, Kilimanjaro is the world’s tallest free-standing mountain. Kristy served as one of the sighted guides who led eight blind students from the Foundation for Blind Children (FBC) to the summit on June 29, 2009. The team set three Guinness World Records – the youngest blind hiker (12-year-old Max), largest group of blind hikers (eight), and the first blind veteran (Tom Hicks) to summit!

Kristy currently serves on the FBC’s Board of Directors and led the fundraising efforts for “See Kili Our Way.” The group had over 600 donors and so far has raised $70,000 for the Foundation’s Infant Program. Unfortunately, this vital program was recently impacted by the state’s budget cuts, thus is in danger of limiting its services and potentially turning away children. With the success of “See Kili Our Way,” the Foundation will be able to provide services to 58 babies next year.

To learn more about “See Kili Our Way,” visit www.SeeKiliOurWay.org. On the site you can meet the team, follow their blog, and watch actual footage from their climb (see the link for "NBC Nightly News with Brian Williams" under the blog).

# of years in the A/E/C industry: over 13 years

How has SMPS helped you in your career?
Without a doubt, SMPS has been instrumental in my career. I started in the industry over 13 years ago with a local general contractor. Working in a small firm, I did not have “counterparts” to learn from, nor did I have the opportunity to develop management skills since the Marketing Department was me, myself, and I. I turned to SMPS for mentorship, education, network building, and leadership development.

Helpful hint to share with your fellow SMPS members:
Read outside of industry periodicals. They make you a more interesting person! Find things that are an inspiration to you, and look for ways to apply it to your life – professionally and personally. My most recent read – on Mt. Kilimanjaro in fact – was The Noticer by Andy Andrews. “Sometimes, all a person needs is a little perspective.” If you don’t see how this relates to your success, call me!

Tell us something we would be surprised to learn about you.
I’m a first-degree black belt in TaeKwonDo, medaling in two Junior Olympics.

What I did at work yesterday:
Worked on developing business in Colorado, strategized for a design/build pursuit, reviewed the invitation list for our new Dallas Office Open House, and scheduled client meetings for next week.

SMPS Member Profile

Posted August 19, 2009

Name: Steven P. Osborn, P.E., S.E., FSMPS, CPSM

Title: President and CEO

Firm: CE Solutions, Inc.

SMPS Chapter: Indiana

News: Our strategic planning process identified the need for a dedicated leader of our marketing system. Holly Bolton, CPSM, joined CE Solutions this spring as our director of marketing. We both just returned from Build Business recharged and full of ideas.

# of years in the A/E/C industry: 31

How has SMPS helped you in your career?
The primary benefit from SMPS has been how it has resulted in relationships, both on personal and professional levels. I formed my structural engineering firm, CE Solutions, in August of 1998, just prior to the SMPS National Conference in Hilton Head. The SMPS network was extremely supportive and beneficial as I made this transition. The organization has helped me continually gain knowledge through local, regional, and national programming; participation on the board and in local and national committees; and through the relationships and connections that I’ve formed. I agree with the statement, “Surround yourself by people who are smarter than you.” Every relationship is with someone you can learn from. Building and maintaining positive relationships is a key focus of CE Solutions—relationships comes first, and opportunities come second. SMPS helps foster these relationships and connections.

Helpful hint to share with your fellow SMPS members (Web site, blog, system, book, etc. that helps you do your job):
The book “Good to Great,” by Jim Collins, has been around for a few years now, but it has continued to drive the focus of CE Solutions’ business ever since we focused on its principles during one of our annual strategic planning retreats. For example, we build our strategy around the “hedgehog concept”—the convergence of what we’re deeply passionate about, what we can be the best at in the world, and what drives our economic engine. We continually focus on these areas through our planning and how we provide services, operating in line with our values, principles, and strengths.

Tell us something we would be surprised to learn about you.
I was born on a U.S. military base in England.

What I did at work yesterday:
Had breakfast with a fellow SMPS member to discuss teaming possibilities. Discussed social networking tools with our director of marketing. Met with our IT director and office manager to discuss our new integrated accounting /project management/CRM system. Followed up on an initiative from our recent strategic planning session. Finalized a statement of qualifications for a project pursuit. Read Craig Galati’s latest “Heart of Business” blog posting. Finalized travel plans for watching my youngest daughter’s team compete in the USA/ASA 18U A Tournament in Las Vegas. Bragged about the fact that she was the only sophomore selected for the Indiana Super Softball Team, that she was named the All North Player of the Year and that she pitched her fifth perfect game this season! Had a conversation with my oldest daughter about her role in Canstruction and the Indiana State Fair. Her employer is providing the venue to showcase this year’s entries. It’s a small world!

How has certification benefitted you?
The CPSM provides me with a knowledge and understanding of the best practices in marketing and business development while allowing me to be more effective in co-developing opportunities with our clients. In addition, as president of my firm, an engineer, and a member of the original SMPS Practice Analysis Committee, obtaining the CPSM designation—and then the FSMPS designation—were ways that I could help further the “advocacy” aspect of the SMPS mission and lead by example within CE Solutions.

SMPS Member Profile

Posted August 5, 2009

Name: Mark Tawara, CPSM

Title: Director of Marketing

Firm: Belt Collins

SMPS Chapter: Hawaii

News:
Recipient of 2009 Chapter President of the Year Award and founding member of SMPS Hawaii.

# of years in the A/E/C industry: 17

How has SMPS helped you in your career?
SMPS has allowed me to meet many other marketing professionals in our industry. This has resulted in new friendships as well as new business for my firm. SMPS has also provided me with the tools I need to be a better marketer.

Helpful hint to share with your fellow SMPS members (website, blog, system, book, etc. that helps you do your job):
Like many other things in life, in order to grow personally and professionally, you need to GET INVOLVED. If you join SMPS but do not participate in any of your chapter’s programs or educational events, you are missing out on a huge opportunity. Take advantage of what SMPS has to offer by coming to the functions, meeting other members, and joining a committee or the board. Attend the National or Regional Conferences. Only by engaging yourself will you realize the full benefits of SMPS.

Tell us something we would be surprised to learn about you.
I am an entrepreneur and started up three companies in the past 20 years: a mobile disco (during my college days); a pet bed manufacturing firm (for our dog, Murray); and an audio-visual retail company (for my love of technology).

What I did at work yesterday:
Attended a NAIOP breakfast program, where our firm was a sponsor; reached out to a few current and potential SMPS members; had a lunch meeting with our Belt Collins CANstruction committee, which I serve as co-chair; spoke to a vendor about forming a new Deltek Vision user’s group in Hawaii; reviewed some photos of a recently completed project on Maui; worked on getting our new corporate web site (www.beltcollins.com) ready to launch next week.

How has Certification benefitted you?
Being a CPSM has added credibility to my role both within my company and our SMPS chapter. In these economic times, investing in yourself is more important than ever. Becoming a CPSM is one way to position yourself as a leader in our industry. Being able to add this designation to your resume gives you a competitive advantage over someone else with the same experience but without the certification.

SMPS Member Profile

Posted July 9, 2009

Name: John Grimes

Title: Director of Marketing

Firm: Sally Swanson Architects, Inc.

SMPS Chapter: San Francisco

News: Recently promoted after landing several new projects

# of years in the A/E/C industry: Six with planning & building agencies, one with an engineer, 10+ in marketing/cartooning/illustration/animation, and over two with architects.

How has SMPS helped you in your career?
Camraderie, resources, advice, sympathy

Helpful hints to share with your fellow SMPS members:
Market selectively, write precisely, work intensely, support colleagues hurt by the downturn, hope for quick recovery, enjoy the ride

Tell us something we would be surprised to learn about you.
I won a New Yorker cartoon contest and 4-day stay at the Algonquin’s Dorothy Parker Suite. I also co-produced a 2004 documentary called, “There’s Something About W” with mate/Editor/Director Robin Chin (trailer on YouTube).

What I did at work yesterday: Worked on two proposals and three cups of coffee, facilitated a discussion of Universal Design, yakked with remarkably nice people, ate most of a foot-long Subway, organized an emailing, left to catch the 38 Geary Sardine-Mobile from Union Square to Ocean Beach…

John's A/E/C Cartoons: Crazy Long Shot and CRM

SMPS Member Profile

Posted June 10, 2009

Name: Philip E. Bannan, FSMPS, CPSM

Title: Director, Business Development

Firm: Gillan & Hartmann, Inc. (G&H)

SMPS Chapter: Philadelphia

News: Selected as a 2009 SMPS Fellow

# of years in the A/E/C industry: 26

How has SMPS helped you in your career?
It has allowed me to develop skills, meet fellow professionals, and find a rewarding career.

Helpful hint to share with your fellow SMPS members:
Persistance pays.

Tell us something we would be surprised to learn about you.
1. I proudly served as the Command Master Chief Petty Officer (MCPOC) for the Hospital Company - U.S. Marine Corps Reserve; and

2. I was Deputy Commissioner for Operations for the Pennsylvania Bureau of Corrections

How has certification benefitted you?
It is a door opener/conversation starter when someone asks, "What does CPSM mean?"

SMPS Member Profile

Name: Lindsay Andrews, CPSM

Title: Director of Marketing

Firm: Andrews Architects

SMPS Chapter: SMPS Columbus (Immediate Past President)

News: I just recently kicked off a new mentorship program for the SMPS Columbus Chapter.

# of years in the A/E/C industry: 9

How has SMPS helped you in your career?
SMPS has been the main constant in my career. Over the years, I have been fortunate to have very supportive bosses. Each saw the benefit of SMPS and encouraged my thirst to learn and be involved. Through maximizing the education, networking, and leadership opportunities, SMPS has elevated my professionalism and knowledge of the A/E/C industry.

Helpful hint to share with your fellow SMPS members:
I use a cliché finder to help me craft clever newsletter headers and taglines. Visit www.toadshow.com.au/anne/cliches/clindex.htm.

Tell us something we would be surprised to learn about you.
I am currently taking an online gerontology class – and I’m loving it!

What I did at work yesterday:
Proposal research, proposal writing, and a SMPS Columbus Mentorship committee meeting.

How has certification benefitted you?
The CPSM designation has challenged me to go further and deepen my knowledge of marketing and business development in the A/E/C industry.

SMPS National Staff Member

Posted: May 7, 2009

Name: Michele D. Santiago, MS

Title: Marketing Manager

Organization: Society for Marketing Professional Services

# of years with SMPS: 1+

Work/School Background:
I worked in the marketing department of a community hospital for 13 years. I started out as the call center rep for our physician referral line and worked my way up to Director of Marketing and Community Relations and hospital spokesperson.

In terms of my education, I have a master’s degree in Management with an emphasis in Marketing from the University of Maryland, University College, and a bachelor’s degree in Health Services Management/Business Administration from Towson University.

What is your primary role/primary duties with SMPS?
As a Marketing Manager for SMPS, I serve as the editor for SMPS Connections, and I work with several departments to market their services. Membership, certification, the Career Center, and the SMPS Foundation are some of the areas that I work most closely with. I am very proud to be a part of the exceptional team at SMPS National.

What project(s) are you most excited about for the coming year?
There are several projects that I am excited about. With SMPS Connections, my goal each week is to ensure that the information included will be useful for our members and that the publication continues to evolve. I am excited about the SMPS Foundation’s activities including the release of the 2009 Salary Survey because of the value it will bring to our members and the industry. I’m thrilled to be involved in our web and social media strategies which introduce SMPS to new audiences.

What are your proudest accomplishments at SMPS?

* Researching, writing, and pulling SMPS Connections together on a weekly basis

* Editing and creating web pages on the SMPS Web site

* Working with the SMPS Foundation to promote their projects and initiatives

* Providing marketing and on-site support for the Regional Conferences

* Coming up with creative ways to keep our membership informed

Tell us something we would be surprised to learn about you.
I love tropical vacations and enjoy adventurous excursions in exotic places. Snorkeling in the underground caves in the Yucatan peninsula was one of my favorite vacation activities.

What I did at work yesterday.
I spent some time looking for cool tools for the newsletter (if you have any tools, send them my way). I helped an employer in the Career Center. I participated in our weekly staff meeting. I attended a meeting on the inner workings of the SMPS Marketing Resource Center. I reviewed data from the SMPS Foundation’s salary survey. I sent out a press release announcing the winner of the first Ron Garikes scholarship. I gathered information for this week’s issue of SMPS Connections.

SMPS National Chapter Delegate

Posted: March 26, 2009

Name: Frank Lippert, CPSM

Title: Associate, Marketing Manager

Firm: David Evans and Associates, Inc.

SMPS Chapter: Oregon

News: On Friday, February 27, 2009, I was made an Associate of the firm.

# of years in the A/E/C industry: 22

How has SMPS helped you in your career?
I began my career as a land surveyor; SMPS gave me all of my marketing education, and a network of talented professionals from coast to coast. My work with SMPS has taught me how manage and lead others. It has taught me to appreciate and value the business-side of engineering.

Helpful hint to share with your fellow SMPS members:
Communicate often! As marketers, I think we tend to not realize that we are the source of good, quality information that is really important to the business development and leadership of our firms. A little over a year ago, I started a simply weekly email to my technical/professional team. I’ve religiously sent it out every Monday with tid bits of information on the economy, BD tips, and news about our changing marketplace. I recently converted the email to an internal blog, the response has been fantastic. I consistently point to information from SMPS sources and it’s made my involvement a no-brainer.

Tell us something we would be surprised to learn about you.
I’m an open book, I doubt there is anything about me that would surprise anyone who has met me.

What I did at work yesterday:
Yesterday, I conducted our first video-conferenced business development meeting. As a mid-size regional consulting firm, we’re a little late to this technology. I jumped in and with a lot of help from some great IT folks, and the meeting came off flawlessly. The impact of eight offices sitting around a virtual table looking one another in the eye, has changed everything. It was a great day.

How has certification benefited you?
I am very proud to be a CPSM. The certification has benefited me by putting me on a more equal footing with my professional P.E., LA, and AICP teammates. I like hearing “well, you’re a professional marketer, what should we do?”

SMPS National Staff Member

Posted: March 19, 2009

Name: Earl Klinger

Title: Vice President – Finance & Administration

Organization: Society for Marketing Professional Services

# of years with SMPS: 10

Work/School Background: Degree in Business Administration; nearly 40 years' experience in non-profit association management.

What is your primary role and/or primary duties with SMPS?
• Financial management - budgeting, accounting, and projecting
• Chapter guidance & support - bylaws and elections questions, IRS compliance, insurance, chapter financial matters, new chapter development
• Principal staff liaison to the SMPS Foundation, the Fellows Recognition Program, and the Nominations & Elections Committee

What are you looking forward to this year?
The annual Presidents' Leadership Symposium is always a highlight of the year for me. This year I’m expanding guidance to chapters by producing more detailed recommendations for chapter accounting, budgeting, and auditing to demystify these processes for chapter treasurers. Helping chapters get through the economic downturn is a primary goal for all of us on the national staff, and advice or assistance with financial management is likely to be especially important this year. My work with the SMPS Foundation is equally rewarding. Recently, the work taken on by the Foundation’s Trustees has expanded in a number of exciting new directions and the Foundation is becoming a much more visible and functional component of the SMPS mission.

Tell us something we would be surprised to learn about you.
I used to supplement my income by doing wedding photography part time (it’s a Saturday job mainly). I had to give it up when my equipment and my back began to wear out at about the same time as I realized that I never wanted to see the "Electric Slide" again, ever.

SMPS Foundation Trustee Profile

Posted: March 4, 2009

Name: Warren G. Simonds. Ph.D., DBIA™/LEED®AP

Title: Vice President and CMO

Firm: Willis A. Smith Construction, Incorporated

# of years in the A/E/C industry (if applicable): 23

Title with SMPS Foundation: Past President

Why did you join the SMPS Foundation Board?
I felt I could add a different perspective to the Board of Trustees and help the Foundation become more participatory with the membership at large through programs and research.

What would you like to share about the SMPS Foundation that members may not be aware of?
The Foundation is able to appoint up to three non-SMPS members as Trustees to add depth and variety to the mix of ideas and programs that are the missions of the Foundation. Last year was the first time in the history of the Foundation that we have capitalized on the availability of this resource.

How can members become more involved with the SMPS Foundation and what are the benefits of that involvement?
Members have the opportunity to apply for the Board of Trustees (as well as the National Board) until April 15, 2009. If a member does not have the time to commit to the Trustee position, he or she can volunteer to participate with the Foundation by joining a Task Force. The Foundation welcomes volunteer participation.

Helpful hint to share with your fellow SMPS members.
Try to keep a broad perspective by reading and listening to divergent opinions. As a marketer, your job is to think creatively – not just follow conventional thinking. Don’t stand in line with the rest of the crowd.

Tell us something we would be surprised to learn about you.
Eons ago, I was a rock and roll guitarist and vocalist and almost chose music as a career. I will turn 65 in June, but I love this crazy business and will stay in it as long as it continues to be fun.

SMPS Member Profile

Posted February 26, 2009

Name: Jessica Rowen

Title: Marketing Coordinator, PR|Media

Firm: HOK

SMPS Chapter: Ontario

News: I coordinated the formation of SMPS Ontario - SMPS' first international chapter.

# of years in the A/E/C industry: 1 year

How has SMPS helped you in your career?
I have gained valuable experience, knowledge, and contacts while helping SMPS Ontario become a chartered SMPS chapter.

Helpful hint to share with your fellow SMPS members:
I spend quite a bit of time tracking marketing/PR activities and analyzing ROI so I live by Excel!

Tell us something we would be surprised to learn about you.
My background is in Automotive Marketing.

What I did at work yesterday:
• Coordinated project photography
• Submitted for an award
• Researched upcoming conferences for speaking opportunities
• Managed the process for updating and maintaining HOK's master contact list
• Created standard reports for tracking specific activities to easily calculate ROI
• Planned an event for SMPS Ontario
• Created project summary for media pitch
• Revised case studies and media bios
• Updated www.hokevents.ca

SMPS Member Profile

Name: Paula M. Ryan, CPSM

Title: Director of Marketing

Firm: Braun & Steidl Architects

# of years in the A/E/C industry: Over 20 good (and long) years in professional services marketing, including positions with a law firm, production company, and a construction trade association.

Title with SMPS Foundation: Vice President

Why did you join the SMPS Foundation Board?
After serving SMPS at the chapter level, it was important to me to contribute on a national level. I’m hoping to make positive contributions to the Foundation, SMPS, and this profession.

What would you like to share about the SMPS Foundation that members may not be aware of?
In general, I think there remains some identity mystery about the Foundation. In the simplest terms, the Foundation is the research arm of our national organization. It’s the Foundation’s job to define and educate about issues and trends in marketing professional services. We also just developed an elevator speech; here it is: The SMPS Foundation is the only nonprofit organization that identifies and educates on emerging trends and leading issues in marketing and business development for professional service firms.

How can members become more involved with the SMPS Foundation and what are the benefits of that involvement?
What SMPS members need to know is that the Foundation works for them. The Foundation looks to do research on topics that are relevant and suggested by the membership. I encourage members to communicate with Foundation Trustees about the challenges they face and new issues that arise. Also, I hope members check out the series of White Papers that have been published and that are available on the Foundation Web site by clicking here. Read those of interest and then send them to your manager, your principals, and any anyone else who would benefit.

Helpful hint to share with your fellow SMPS members:
The most helpful hint I can give is really simple – it’s to build your network within SMPS. While Web sites, blogs and other resources are valuable; there is nothing like making the human connection and bonding over this crazy job that we do!

Tell us something we would be surprised to learn about you.
I was the editor of a weekly newsletter in my first job out of college; the typewriter, white out, and rubber cement were my best friends (and will give you the hint that I’m really happily old!). Also, I’m the Mom of a blended family of five, complete with a daughter-in-law and grandson!

Posted: February 12, 2009

Name: Raymond H. Stokes, Jr., P.E.

Title: Transportation Business Development Director

Firm: Burgess & Niple, Inc.

SMPS Chapter: Columbus

News: I was featured in the Columbus Chapter’s first newsletter, winter 2009, Spotlight on Membership – Ray Stokes, an article on relationship marketing. I've been leading relationship marketing sessions at Burgess & Niple since October 2007.

# of years in the A/E/C industry: 33 years; 3 years with SMPS

How has SMPS helped you in your career?
SMPS has reinforced to me that marketing, my professional passion, is a critical need for the survival of our A/E/C partners. SMPS members are my compatriots in the marketing world. They inspire me to strengthen my marketing skills so I can be a trusted resource for my firm, as well as other firms.

Helpful hint to share with your fellow SMPS members:
Connecting with others is important in our profession. Since I am a “Connector,” I enjoyed reading “Never Eat Alone” and “The Tipping Point.” I recommend these books if you are interested in connecting with others.

Tell us something we would be surprised to learn about you.
I am an engineer by trade and haven’t practiced since 2000. However, I’ve been marketing throughout my entire career (since 1976).

What I did at work yesterday:
I facilitated teaming meetings for the pursuit of various engineering and architectural projects.

SMPS Member Profile

Posted: January 29, 2009

Name: Wendy Dalwin

Title: Marketing Coordinator

Firm: Rider Levett Bucknall

SMPS Chapter: Boston

News: I'm proud to be an active SMPS member.

# of years in the A/E/C industry: 3

How has SMPS helped you in your career?
The business programs and events enhance my professional development. These include: distinguished speakers, hands-on workshops, topical panel discussions, and other educational activities. These are designed not only to keep members well-informed, but also for personal interaction that enables members to learn from each other.

Helpful hint to share with your fellow SMPS members (Web site, blog, system, book, etc. that helps you do your job):
I work with a great team of marketing professionals at Rider Levett Bucknall. It is imperative to tap into other co-workers or industry professionals. Additionally, I have senior management support of my involvement with SMPS. The leadership at Rider Levett Bucknall supports its team members in all SMPS efforts. In a challenged economy they have never wavered. Grant Owen, Senior Vice President and Principal of the Boston Office states unreservedly “that SMPS provides exceptional tools to help marketing meet and exceed goals.”

Tell us something we would be surprised to learn about you.
I was a competitive figure skater for over twenty years (a former New England Regional Champion) and while I was at the University of Pennsylvania, I played right wing on a hockey team.

What I did at work yesterday:
The highlight of my day was when I spoke to our corporate office in Phoenix and found out that three of my co-workers are taking the CPSM exam. This will be another Rider Levett Bucknall marketing team endeavor.

SMPS Member Profile

Posted: January 15, 2009

NAME: Terri Evans

TITLE: Communications Manager

FIRM: Shepley Bulfinch

SMPS CHAPTER: Boston

NEWS:
I hosted the annual SMPS national Marketing Communication Awards judging in April 2008 and served on the host PR committee for the AIA national convention in Boston the following month.

# OF YEARS IN THE A/E/C INDUSTRY: Two

HOW HAS SMPS HELPED IN YOUR CAREER?
In my first year at Shepley, Rolf Fuessler, APR, FSMPS approached me about hosting the annual SMPS Marketing Communication Awards judging. It provided unparalleled exposure to the powerful metrics that underpin the most successful marketing communication efforts – not to mention a remarkable talent pool of judges!

HELPFUL HINT TO SHARE WITH YOUR FELLOW SMPS MEMBERS:
Save (and re-read) back issues of SMPS Marketer and circulate pieces to colleagues. I’m always amazed how much strikes me the second – or third – time through.

TELL US SOMETHING WE WOULD BE SURPRISED TO LEARN ABOUT YOU.
I spent a career in international affairs before I made a shift to the A/E/C industry

WHAT I DID AT WORK YESTERDAY:
I helped a colleague with a conference abstract; I helped an SMPS colleague locate a project photo for their website; I re-wrote internal communications materials; I made a lunch date with a journalist; I went to an in-house presentation on one of our new sustainable projects; and I edited our website.

SMPS Member Profile

Posted: January 5, 2009

Name: Donna Jakubowicz, CPSM

Title: Corporate Marketing Director

Firm: Barton Malow Company

SMPS Chapter: Michigan

News: I am serving my first year on the National Board as At-Large Delegate.

# of years in the A/E/C industry: 13

How has SMPS helped you in your career?
SMPS provided leadership opportunities early in my career that helped prove my capabilities to my employer. SMPS continues to be a great resource for professional skills development through local chapter programs and regional and national conferences.

Helpful hint to share with your fellow SMPS members:
Get involved! Be an active member. Join a committee. Get to know your local members and reach out to other chapter members. My SMPS network helps me do my job every day.

Tell us something we would be surprised to learn about you:
I am a classically trained mezzo-soprano who sang with a jazz trio to help pay my college tuition.

What I did at work yesterday:
I worked on an RFQ, wrote copy for a direct mail campaign, and edited a brochure. It was a good day.

How has CPSM Certification benefitted you?
Earning my CPSM opened the door for career advancement for me.

SMPS Member Profile

Posted: December 4, 2008

Name: Patricia Neumann, CPSM

Title: Principal

Firm: AccuCost Construction Consultants, Inc.

SMPS Chapter: New York

News:
I was elected Vice President/President-Elect of the New York Chapter this year. I am currently working with our Professional Advisory Roundtable Committee to start a mentoring program within the Chapter.

# of years in the A/E/C industry:
I have been in the industry for 22 years and concentrating on marketing and business development for the past 16 years.

How has SMPS helped you in your career?
My membership in SMPS has gotten me involved with the organization through committee and Board participation. It has enabled me to make numerous contacts that have aided in creating business for my firm. The organization has provided me with educational information that has helped me learn about marketing and business development that has been invaluable. The marketing education that I have gained has assisted me as I have moved up the career ladder to my current position as a firm Principal.

Helpful hint to share with your fellow SMPS members (website, blog, system, book, etc. that helps you do your job):
It is helpful to become part of a lead group. You not only associate with your colleagues, but you obtain valuable information. Our group meets once a month and share information about potential projects. We also have a discussion at each meeting on a chosen topic such as marketing in today’s economy, experience with partnerships, and firm multipliers.

Tell us something we would be surprised to learn about you.
I am a lover of Impressionist artwork and Renoir is one of my favorite painters.

What I did at work yesterday:
I started my day hosting a lead group meeting where we discussed how the current economic situation is affecting our businesses. Once I got back to my desk, I responded to e-mails, many involving events for the New York Chapter. I finished a proposal for a term contract our firm is pursuing. Wearing my other hat, I took care of some accounting matters and checked our third quarter financial statement. I also spoke to our 401(k) manager regarding our account.

How has certification benefitted you?
Certification has provided me with the confidence I need to do marketing and business development, and it has earned me respect from my colleagues. I became certified two years ago and find when people see CPSM on my card they do not know what it is. This leads to a discussion of what CPSM stands for and I explain the process.

SMPS Foundation Trustee Profile

Posted: December 4, 2008

Name: Craig Park, FSMPS, Assoc. AIA

Title: Vice President, Chief Marketing Officer

Firm: LEO A DALY

# of years in the A/E/C industry (if applicable): 38

Title with SMPS Foundation: Trustee, Treasurer

Why did you join the SMPS Foundation Board?
To help identify and fund market research to support the goals of the national Society.

What would you like to share about the SMPS Foundation that members may not be aware of?
We have developed a sustainable strategy to fund (through donations and grants) the continued research into best practices and innovations in marketing professional services.

How can members become more involved with the SMPS Foundation and what are the benefits of that involvement?
Members can reach out to any Trustee to volunteer to help with our strategic initiatives. The result will be more research to help their firms’ secure new work and maintain and grow client relationships, as well as professional development that comes from personal involvement in the Society.

Helpful hint to share with your fellow SMPS members (website, blog, system, book, etc. that helps you do your job):
www.demandmetric.com or www.millerheiman.com

Tell us something we would be surprised to learn about you.
I appeared on Italian television (December 1996), as a panel member (described as the “multimedia architect from San Francisco”) of US business people discussing job opportunities in the film, television and computer graphics industries for the opening celebration of the International Academy of Image Arts and Sciences in L’Aquila, Abruzzi, Italy. Other panelists were academy award winning cinematographers, technology VP from CBS, and the president of Lucas’ Industrial Light & Magic.

SMPS Member Profile

Posted: November 13, 2008

Name: Thomas E. Smith, Jr., AICP, FSMPS, CPSM

Title: President

Firm: BonTerra Consulting

SMPS Chapter: Los Angeles

News: SMPS President-Elect 2008-2009; newly designated Trustee of SMPS Foundation; updating a chapter in The SMPS Marketing Handbook; and speaking at AGC's 90th Annual Convention in March 2009 in San Diego, CA.

# of years in the A/E/C industry: 29 years; SMPS member for 24 years.

How has SMPS helped you in your career?
Much of what I have learned as a Marketer and Owner in two A/E consulting firms came from information and shared experiences obtained from SMPS members over the years, from SMPS publications, and from educational sessions at Regional and National Marketing and Build Business Conferences. I would not have been able to achieve the successes I have without actively engaging my SMPS membership.

Helpful hint to share with your fellow SMPS members:
Arrive at work every day at least ½ hour earlier than your company’s official start of business. Use the time to review your calendar and To Do list for the day (or prepare a To Do list if you haven’t already!) and prioritize your time and tasks. I’ve found that this quiet time is a critical factor in making sure that I am putting my time during the day to the most effective use.

Tell us something we would be surprised to learn about you:
Fullfilling a life long dream, I became a certificated Private Pilot in summer 2007. I am currently working on an Instrument Rating.

What I did at work yesterday:
Helped a client develop a project approach that reduced regulatory agency permit requirements, saving time and money; worked with our Marketing Coordinator in developing candidate project descriptions for three RFP submittals due in two days; worked with two of my partners and marketing staff to develop a capture strategy for a large project opportunity that will become an RFP in 2-3 months; reviewed dozens of emails from staff, clients, SMPS chapter leaderss, SMPS list-serves and National Office staff and national leadership; reviewed a project manager’s contract amendment request to a major client; and met with a client and his engineer and lawyer to review comments from a public agency on his proposed water supply strategy for a new town community with an ultimate population of 60,000.

How has certification benefitted you?
As a business owner and SMPS Fellow, certification has benefitted me in ways that I suspect are different than many CPSMs. For me, the CPSM indicates my commitment to continuing education
and improvement of my knowledge and skills in professional services marketing. As a member of the SMPS National Leadership team, being a CPSM also reinforces the importance of certification as representing a level of knowledge, experience and skills necessary for competency as a Professional Services Marketer.

Posted: November 6, 2008

Name: Erica Ferdani, CPSM

Title: Stay-at-Home Mom

SMPS Chapter: Colorado

News: I am currently serving as the Chair for the Certification Committee and enjoying time at home with my six-month old daughter, Eliana.

# of years in the A/E/C industry: 12

Helpful hint to share with your fellow SMPS members (website, blog, system, book, etc. that helps you do your job): I use both electronic gadgets and paper lists to keep it all organized.

What was your motivation for becoming a CPSM?
I took the CPSM test in 2001. I had recently received my MBA, but had less experience doing some of the specific tasks required of a marketing coordinator. I wanted to pursue the CPSM designation in an effort to round out my education and become exposed to a deeper pool of knowledge.

How has your certification made a difference in your professional life?
When I was competing for my last position, being certified immediately set me apart from the crowd and demonstrated that I was serious about marketing as a career. When I decide to go back into the job market, the CPSM will help potential employers see that I am serious about marketing as a career. In the meanwhile, keeping up on my CPSM certification helps keep me current and connected.

Would you encourage others to seek certification? Why?
I actively encourage others to seek certification. I find the study group and process to be very valuable. If you prepare in a group, you have a group of ‘classmates’ you can count on in the future, it’s a great way to extend your network of like-minded individuals. But regardless of how you prepare, you will extend your depth of knowledge outside your day-to-day responsibilities. When those rare tasks or duties arise, you will have an idea on how to handle them, you will have a group of expert peers to call on, and, if nothing else, you will have a book to refer back to.

I think marketing can be a little monotonous and trying at times. It’s difficult to show progress when you’re constantly under pressure and fighting fires, as many marketers are. I believe that goals like the CPSM are great for marketers to set, pursue and achieve. Both the individual and their firm know that this person is growing in his or her career. I have seen the personal confidence it’s provided to several individuals. The growth has been very meaningful in their lives, increased their confidence and inspired them to take on new goals and challenges. As many in our industry are women, I think the CPSM certification is a great way to add to one’s confidence and credibility in a male-dominated (or technician-dominated) environment.

What advice would you give to future certification candidates to help them prepare for the CPSM examination?
Be realistic about the timing. If you’ve got a new job, a new baby at home, a new beau, maybe you should wait. Make sure you’ve got the time to devote to studying. Be accountable. Find a study partner, or a boss or friend that will help you keep to your study schedule. Don’t get too freaked out about any one issue. Remember you have to get 113 of the 150 questions (75%) correct to pass the test. Realize that regardless of whether or not you pass the exam, you have still ‘consumed