What is SMPS? SMPS offers members professional development, leadership opportunities, and marketing resources to advance their careers.

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1 The Power of SMPS

2 What is SMPS? SMPS is a community of marketing and business development professionals working to secure profitable business relationships for their A/E/C companies. Through networking, business intelligence, and research, SMPS members gain a competitive advantage in positioning their firms successfully in the marketplace. SMPS offers members professional development, leadership opportunities, and marketing resources to advance their careers.

3 SMPS is the ONLY national organization dedicated to building business in the A/E/C industry.

4 When I find a new lead in the morning, I will know enough about the project by the end of the day, largely from information from SMPS members. Peter Kienle, FSMPS, CPSM Kienle Communications

5 Our History Created in 1973 by a small group of professional services firm leaders Recognized the need to sharpen business development skills, pool resources, and work together to create business opportunities

6 SMPS Today Represents 6,000 marketing and business development professionals from architectural, engineering, planning, interior design, construction, and related specialty consulting firms Benefits from the support of 3,250+ design and building firms Encompasses 80% of the firms in the Engineering News Record Top 500 design and engineering firms plus the leading 400 contractors

7 Vision Premier professional services firms recognize SMPS as their most trusted resource for building business and achieving success.

8 Mission To advocate for, educate, and connect leaders in the building industry.

9 SMPS enhances the ability of its members: to advance their careers to secure profitable work for their firms to create positive client relationships

10 Strategic Initiatives Advancing the Profession 1. Content increasing SMPS s educational offerings and packaging them for use by members and firms. 2. Research providing information and thought leadership to make SMPS s members more successful. 3. Outreach bolstering SMPS s alliances with peer organizations such as AIA, ACEC, and AGC, as well as reaching out to members firms to make sure we re meeting their needs. 4. Chapter services finding ways to centralize tasks and information to make our chapter leaders lives easier.

11 Q. Why is membership in SMPS valuable to an A/E/C professional?

12 A. Membership connects you to: networking opportunities leadership opportunities professional development access to the journal Marketer and other targeted research and publications the opportunity to earn professional credentials via the Certified Professional Services Marketer Program

13 Q. What does your membership do for your company?

14 A. Involvement in SMPS creates business opportunities for design and building companies.

15 Involvement in SMPS International and regional contacts facilitate teaming opportunities, business referrals, and knowledge of A/E/C business practices, trends, and successes. Professional development opportunities for business developers, marketers, and technical staff members include training and leadership programs and venues for speaking and writing on A/E/C topics.

16 Involvement in SMPS Opportunities to develop contacts and relationships in the greater A/E/C industry create a greater sense of community and engage emerging leaders. Programs and conferences to create connections among participants lead directly to business opportunities with clients and teaming partners.

17 Advocate Educate owners and principals about the importance of marketing Provide members who want to self-advocate with the tools and knowledge to do so

18 Strategic Alliances: Associations AIA CWA AGC IIDA ACEC CMAA AIC DBIA ULI ASA SAME LMA AAM NAWIC

19 Strategic Alliances: Professional Groups McGraw-Hill Construction Deltek BNi FMI

20 Domains of Practice for Professional Services Marketers In 1997, SMPS conducted an analysis of professional services marketing to articulate and document the profession s knowledge and skill sets. The knowledge and skill sets are classified under six Domains of Practice: Market Research Marketing Planning Client and Business Development Proposals/SOQs Promotional Activity Information, Resource, and Organizational Management

21 Domains of Practice for Professional Services Marketers Use the Domains to audit your marketing program! Available at The Domains of Practice = The foundation of the Certified Professional Services Marketer (CPSM) Program Practice analysis conducted Summer 2013 Will update the profession s knowledge and skill sets

22 Blueprints Blueprints: Guides for Marketing and Business Development Departments in the A/E/C Industry An advocacy and career planning tool developed by a member task force, this interactive PDF contains: model marketing/bd departments job descriptions a self-assessment tool interview questions for job candidates

23 Blueprints Benefit for individuals: Is structured to shepherd you through your career path Benefit for firms: Can be used in planning an effective marketing structure for your business and in recruiting and retaining employees Accessible free of charge to members at

24 Recognition Programs

25 MySMPS: Members-only benefit Apps available Features include Personalized dashboard of your information and groups when you log in Detailed member profiles Marketing Resource Center: a library of samples, tools, articles, information on professional services marketing and business development List serve discussions within groups Calendar Blogging tool

26 Recognition Programs Weld Coxe Marketing Achievement Award Recognizes an individual whose achievements and lasting contributions to the field of professional services marketing are exemplary. Entry Deadline: May 2014 Fellows Program Recognizes active CPSMs who have been members for 10+ years and made substantial contributions to the Society and the industry. Entry Deadline: March 31, 2014

27 Recognition Programs Chapter President of the Year Recognizes outstanding leadership at the chapter level. Entry Deadline: May 2014 Striving for Excellence Recognizes chapters for innovation in management and superior service to members. Entry Deadline: May 2014 Award winners honored during Build Business and in the Marketer Awards Issue Details at

28 Marketing Communications Awards 2013 Best of Show Award: Giving by Design GGLO, Seattle 1 st Place, Holiday Category

29 Marketing Communications Awards Recognize the individuals and teams who create outstanding, results-oriented communication vehicles for A/E/C firms The only awards competition that highlights the critical role and immense value marketing professionals bring to the design and building industry 200+ entries received in 20+ categories and evaluated by industry practitioners, clients, and media and peer association leaders Winners receive immediate national media attention, industrywide recognition, and expanded networking opportunities Discounted Early-Bird Entry Deadline: March 3, 2014 Details at

30 Educate Identify and chronicle the knowledge, skills, and abilities required for success at all levels in professional services marketing and business development Provide best-of-class educational opportunities for all levels of SMPS members and A/E/C employers

31 Certified Professional Services Marketer Certified Professional Services Marketers (CPSMs) are recognized as having the experience and knowledge to generate profitable business in the architectural, engineering, and construction marketplace. Current Number of CPSMs: 800+

32 Certified Professional Services Marketer Candidates for this program: meet educational and experience requirements pass a rigorous written examination pledge to abide by the CPSM Code of Ethics

33 The Value of Certification Validates the individual s mastery of and ability to apply critical knowledge in an industry that values certification Illustrates the individual s professionalism and commitment to excellence Supports career advancement and life-long learning Enhances the credibility of the profession and the industry Contact SMPS Headquarters to request more information about preparing for and scheduling an exam.

34 Educational Programs

35 Annual Conference

36 Annual Conference Build Business Brings together leading experts, practitioners, marketers, and business developers 30 powerful learning sessions 2 provocative keynote presentations Plenty of networking opportunities to learn from peers and make priceless business contacts Details and registration at

37 SMPS University Leadership Advancement Program In partnership with the University of Maryland s Smith School of Business A four-day, graduate-level curriculum designed for A/E/C marketers and business developers Examine critical business management concepts: research and development, client development, finance, human resources, leadership, and marketing Gain a clearer understanding of how marketing impacts a company's performance and contribute in new ways to your firm s profitability Earn 25 CEUs for SMPS s CPSM Program or 25 LUs from AIA Details and registration at ww.smps.org/smps_university

38 The Basics of Business Development in the A/E/C Marketplace After attending this program, you will be able to: generate leads that end in sales for your firm prepare for a networking event and work a room connect with different personality styles use BD strategy to build profitable business for your firm Details and registration at

39 Webinars Topics include best practices, trends, special interests, and how-to s in professional services marketing and business development Expert speakers with extensive industry knowledge Offered monthly for 90 minutes Affordable training option for firms and chapters: Registration fee is per site; coworkers or peers can sit in at no additional cost Programs are recorded and available for purchase Details and registration at

40 Corporate In-House Training SMPS s quality educational programs can be brought in house to train your firm s employees in your offices cost effectively and conveniently Creates an environment in which your employees can learn, solve problems, and strategize as a team Taught by practicing industry professionals Call the SMPS Education Team for information on available programs Details at

41 SMPS Foundation A not-for-profit 501(c)(3) organization established by the Society Served by a volunteer Board of Trustees composed of distinguished professionals Promotes recognition of professional services marketing as an essential element of the A/E/C business model Provides research, information, and tools to help marketers achieve effective results Access research at Funded entirely by voluntary, tax-deductible contributions from individual, corporate, and chapter donors

42 Connect Share with the A/E/C industry and other stakeholders the value and successes that members achieve through their interaction with the Society and each other Identify all available ways SMPS could connect members Create and enhance opportunities for members at all levels to communicate and network

43 Society Committees Connect with peers from coast to coast. Annual Conference Certification Chapter President of the Year Chapter Striving for Excellence Fellows Marketer Editorial Team Marketing Achievement Award Marketing Communications Awards Past Presidents Advisory Council Technology

44 Chapters

45 Chapters 56 chapters connect local marketers and business developers and their firms to the regional network to explore business opportunities.

46 Chapters SMPS supports local chapters by providing: continent-wide connections to other chapter leaders through the annual Chapter Presidents Leadership Symposium (PLS), MySMPS, and leadership reunions at the annual conference advice, information, and best practices via listserves on MySMPS, quarterly conference calls, and the Striving for Excellence Awards program training for local leaders through the Chapter Presidents Leadership Symposium and Chapter Leaders Forums support to and guidance for planning regional conferences

47 SMPS Headquarters SMPS Headquarters supports local chapters by providing: opportunities to connect with the SMPS Board of Directors to tap into their leadership experiences, insights, and activities a dedicated Headquarters Staff who supports every chapter s development

48 Q. How can you get the most value from your SMPS membership?

49 Get involved and engaged!

50 Get Involved! Attend chapter, regional, and Society events to build your network Pursue professional development opportunities to expand your knowledge and the value you bring to your team Participate in the MySMPS community online to explore ideas and solutions to marketing/bd and management challenges Prepare and sit for the CPSM exam to earn the certification and to demonstrate your commitment to ongoing professional development

51 Get Involved! Write for association and industry publications to share your expertise and gain exposure for your company Volunteer for local and Society committees to hone your leadership skills and strengthen the relationships in your network Mentor other members to give back to the profession Follow SMPS on Facebook, LinkedIn, Twitter, YouTube, and Pinterest to continue networking online with professionals around the globe

52 Marketing today is much more of a team sport, and today s competitor could be tomorrow s venture partner. Carla Thompson, FSMPS Mulvanny/G2 Architecture

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