Marketer Online

In A/E/C, we have a lot of processes. Your company has a process for deciding which projects you’ll go after. Your marketing team has a process for capturing information for use on proposals. You even Read More

It’s a common practice for A/E/C firms—no matter the size—to describe the services they deliver instead of what comes out of the services. Firms fall into the habit of rattling off a list of offerings Read More

  Earlier this year, I was asked to describe the A/E/C sales process to a room full of peers. My initial reaction was, “Sales is a result—business development is a process!” Yes, we’re trying to Read More

  As an A/E/C marketer, you’ve undoubtedly received emails on the importance of using web and email marketing analytics. Data about your website and its users has become easier to access in the last decade Read More

I believe mentoring is essential to leadership development and can significantly accelerate the trajectory of one’s career. Unfortunately, many mentoring programs fail, stall, or never get off the ground because they lack a clear understanding Read More

On August 23, 2019, SMPS published an article, “Flipping the Script on Rebranding: How an Association Told Its Member Story” in Association Adviser. The article focuses on how SMPS launched a rebrand and new vision Read More

What do engineers and architects have in common with Broadway actors? They both perform. And great performances lead to public acclaim and future work. The decision to deliver a winning presentation at a client interview Read More

On August 20, 2019, The Construction Channel featured an interview from Build Business, the SMPS annual conference, with SMPS CEO, Michael V. Geary, CAE, about the value and importance of marketers and business developers in Read More

The two past SMPS presidents presented research during the Fellows Symposium at Build Business. On August 13, 2019, Engineering News-Record quoted Donna Corlew, FSMPS, CPSM, chief whatever it takes officer of C* Connect, and Frank Lippert, FSMPS, CPSM, founder Read More

An A/E/C firm’s value proposition communicates the tangible result of engaging with the firm, making it the most persuasive factor in marketing. In fact, the value proposition is often central in elevator pitches because, when Read More