SMPS Foundation Rearch White Papers

Through its annual White Paper program, the SMPS Foundation produces ground-breaking research that provides a true benefit to SMPS, its members, and the industry. The Society for Marketing Professional Services Foundation supports original research and White Papers on topics relevant to the A/E/C industry. To download and review the pdfs , click on the studies listed below.

Just Released: 2010 White Papers

In 2010, the SMPS Foundation commissioned six white papers, which were widely distributed and presented in 90-minute sessions as a part of the educational program at Build Business in Boston, MA, in July 2010.

Download copies of the research-based white papers and the Build Business presentations below.

• 2010 White Paper Summaries

• White Paper: Fast Forward: Marketing Through Leadership Change by Saul B. Brenner, CPA, J.D., LL.M, Partner, Berdon LLP, Timothy F. Hegarty, Partner, Zetlin & De Chiara, and Kirsten A. Sibilia, Assoc. AIA, LEED AP, Chief Marketing Officer, Dattner Architects
  
  
• White Paper: Supersized Competition: What You Need to Know About the Creation of A/E/C Megafirms by Alexandra S. Brown, and Scott E. Mickle, CPSM, BD & Marketing Director, LandDesign
  
  
• White Paper: Ability, Agility, and Attitude: The Marketing Leader's Mantra by Lisa A. Fingar, CPSM, Marketing Manager, SWBR Architects & Engineers PC, and Thomas A. Zimmerman, FAIA, President, Z2 Architecture PLLC
  Presentation: Ability, Agility, and Attitude: The Marketing Leader's Mantra
  
  
• White Paper: The 21st Century Marketing/Business Development Department by Sally Handley, FSMPS, President, Sally Handley Inc.
  Presentation: The 21st Century Marketing/Business Development Department
  
  
• White Paper: How Do You Like Your Infrastructure: Public or Private? by Stephanie S. Satterfield, Marketing Manager, BeeryRio, and Leslie Sluger, AIA, LEED AP, Principal, WALS Studios
  Presentation: How Do You Like Your Infrastructure: Public or Private?
  
  
• White Paper: China 2020: How China´s Growth and Future Will Impact Business Development in the A/E/C Industry by Lisa A. Thorburn, LEED-AP, CTS, Principal, Thorburn Associates
  Presentation: China 2020: How China's Growth and Future Will Impact Business Development in the A/E/C Industry

2009 Papers 

• 2009 White Paper Summaries
• 2009 Marketing Ethics: The Truth, the Whole Truth, and Nothing But the Truth… or NOT
• 2009 Social Networking for Competitive Advantage: How Professional Services Firms Differentiate Themselves to Win Work, Recruit, and Retain Talent 
• 2009 Taking Charge of Your Clients’ Satisfaction
• 2009 International Success in the A/E/C World: Benchmarks and Best Practices
• 2009 Integrated Project Delivery: Reality and Promise: A Strategist’s Guide to Understanding and Marketing IPD
• 2009 Wisdom, Wrinkles, and Worth: Boomers in the Office, Today and Tomorrow
  

2008 Papers

• 2008 White Paper Summaries
• 2008 A Seat at the Board Room Table: A Comparative Analysis of Women and Minorities' Career Pinnacles Within Professional Services Firms
• 2008 Resetting the Horizon Line: The Ultimate Career Step for Marketing Professionals
• 2008 Shorter, Faster, Better: Keeping Up with Changes in the A/E/C Selection Process
• 2008 The Hidden Power of Client Testimonials: Creating a Competitive Advantage with Credible Third-Party Endorsements
• 2008 Growing Your Business Using the Untapped Power of "Word-of-Mouth Marketing"
• 2008 The Talent War: Attracting and Retaining Generation Y Leaders in Professional Services Firms
• 2008 Qualifications That Break Away from the Pack: Essentials of Differentiation
• 2008 Sustainable Design—A "Green" Light for Social Responsibility

2007 Papers

• 2007 Building Information Modeling: A Marketing Primer and Call to Action
• 2007 Client Needs and Preferences
• 2007 Knowledge Management and the A/E/C Industry
• 2007 Workforce Shortage
• 2007 Fellows Survey

2006 and Earlier Papers

• 2006 Client Attraction and Retention in the Design and Building Industry: Client Relationship Management for Professional Services Firms
• 2004 Proposing for Design-Build Success: A Primer to Marketing Design-Build Professional Services 
• 2003 Keeping the Fire Burning After the Torch Is Passed: Retaining Clients When the Rainmaker Leaves 
• 2002 e-technology Expectation Survey of A/E/C Clients 
• 2001 From the Short List to the Contract