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The Power of 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.
What is SMPS?
SMPS is the ONLY
national organization
dedicated to building
business in the A/E/C
industry.
“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
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
Our History
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
SMPS Today
Premier professional services firms
recognize SMPS as their most trusted
resource for building business and
achieving success.
Vision
To advocate for, educate, and connect
leaders in the building industry.
Mission
SMPS enhances the ability of its members:
to advance their careers
to secure profitable work for their firms
to create positive client relationships
2013–14 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.
Q. Why is membership in SMPS
valuable to an A/E/C professional?
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
Q. What does your membership
do for your company?
A. Involvement in SMPS creates
business opportunities for
design and building companies.
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.
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.
Involvement in SMPS
Educate owners and
principals about the
importance of
marketing
Provide members who
want to self-advocate
with the tools and
knowledge to do so
Advocate
AIA
CWA
AGC
IIDA
ACEC
CMAA
AIC
DBIA
ULI
ASA
SAME
LMA
AAM
NAWIC
Strategic Alliances: Associations
McGraw-Hill Construction
Deltek
BNi
FMI
Strategic Alliances: Professional Groups
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
Domains of Practice for
Professional Services Marketers
Use the Domains to audit your marketing program!
Available at www.smps.org/Certification
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
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
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
www.smps.org/Blueprints
Recognition Programs
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
MySMPS: http://my.smps.org
Members-only benefit | Apps available
Weld Coxe Marketing Achievement Award
Recognizes an individual whose achieve-
ments 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
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 www.smps.org/awards
Recognition Programs
Marketing Communications Awards
2013 Best of Show Award:
Giving by Design
GGLO, Seattle
1st Place, Holiday Category
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 www.smps.org/mca
Marketing Communications Awards
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
Educate
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+
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
Certified Professional Services Marketer
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.
The Value of Certification
Educational Programs
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 www.buildbusiness.org
Annual Conference
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
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 www.smps.org/bdbasics
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 www.smps.org/webinars
Webinars
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 www.smps.org/inhouse
Corporate In-House Training
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 www.smpsfoundation.org
Funded entirely by voluntary, tax-deductible contributions
from individual, corporate, and chapter donors
SMPS Foundation
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
Connect
Annual Conference
Certification
Chapter President of the Year
Chapter Striving for Excellence
Fellows
Society Committees
Marketer Editorial Team
Marketing Achievement Award
Marketing Communications Awards
Past Presidents Advisory Council
Technology
Connect with peers from coast to coast.
Chapters
56 chapters connect
local marketers and
business developers
and their firms to the
regional network to
explore business
opportunities.
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
Chapters
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
SMPS Headquarters
Q. How can you get the most value
from your SMPS membership?
Get involved and engaged!
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
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
Get Involved!
“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