Research and White Papers

Foundation Debuts Business Development Research Book

The SMPS Foundation released its latest research book, A/E/C BUSINESS DEVELOPMENT – The Decade Ahead, during the 2013 conference of the Society for Marketing Professional Services, July 31 – August 2 in Orlando, FL.

Business development in the design and construction industry has become a highly specialized discipline. Those intimately involved with business development for professional service firms recognize that people hire people, and understanding the motives and motivations of those who purchase and sell architectural, engineering, and construction (A/E/C) services opens a portal to genuine success.

The SMPS Foundation conducted primary research to probe the behaviors of both buyers and sellers of A/E/C services. A team of almost 30 marketing and business development professionals—most of whom are Certified Professional Services Marketers (CPSM) or Fellows of SMPS—recently completed a year-long effort to research and analyze the current state of buying and selling and to identify key forces that will impact business development in the A/E/C industry in the coming decade. A/E/C BUSINESS DEVELOPMENT – The Decade Ahead documents the findings of this comprehensive research initiative.

The book offers an informative look at the future of the industry from the perspective of buyers and sellers. The findings and recommendations will aid professional services firms to enhance competitive advantage, deepen business development knowledge and skills, and plan strategically for the future.

A/E/C BUSINESS DEVELOPMENT – The Decade Ahead is available in print and PDF (ready for immediate download) formats now. A Kindle version will be available soon on Amazon.

Please view the video below to learn more about the book from Foundation Trustee Scott Butcher, FSMPS, CPSM, or read the article about the book from the April 2013 Marketer. 

 

Publication date: July 31, 2013

For more information, contact SMPS Foundation Trustee Scott Butcher, FSMPS, CPSM.

Download the SMPS Foundation White Papers

White Papers from 2001–2011 are available to SMPS members free of charge through the SMPS shopping cart. To get to the cart, click on this link. Order the papers you want to download. Upon completion of your order, you will be able to download the PDFs by visiting “My Account” and then, “My Downloads.”

*Please note: you must first log in to the SMPS Web site to receive the free member price.

Non-members may purchase SMPS White Papers as well for a nominal fee. You must create an account in order to purchase and download the research papers. Then, visit the cart and select the papers you wish to order. Upon completion of your order, you are able to access the PDFs by visiting “My Account” and then, “My Downloads.”

If you need assistance with this process, contact michele@smps.org or call 1.800.292.7677 ext. 245.

Click here for descriptions of White Papers released from 2001–2011.

For more information

Contact Molly Dall'Erta, SMPS Foundation Staff Liaison, at 1.800.292.7677 or 1.703.549.6117, x231, or molly@smps.org.