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Be Courageous and Tell a Connected Story

November 20, 2019

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

The Entire Business Development Process in 11 Words

November 13, 2019

  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

Identifying Metrics That Matter

October 30, 2019

  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

Creating a Company-Wide Mentoring Program

September 24, 2019

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

SMPS publishes “How an Association Told Its Member Story” in Association Adviser

August 28, 2019

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

How To Prepare for Client Interviews

August 22, 2019

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

The Construction Channel features an interview with SMPS CEO Michael Geary

August 21, 2019

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

Engineering News-Record quotes Donna Corlew and Frank Lippert

August 20, 2019

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

A More Valuable Way To Think About Value Proposition

July 12, 2019

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

Develop a Client Service Program That Works

June 6, 2019

Many books and articles have been written advocating the importance of client care in the A/E/C industries. However, the literary shelves are barren when it comes to offering advice on how to create a customer-service Read More