Session Descriptions

Wednesday, February 29

Leadership Forum

The Chapter Leadership Roundtable
is a meeting designed to engage SMPS chapter volunteers at all levels. Led by SMPS National President, Frank Lippert, FSMPS, CPSM, attendees will learn what resources are available, get ideas from other chapters, and develop relationships with both National Board/Staff and fellow Chapter Leaders that will benefit you as a future leader of both your chapter and your firm.

Emotional Intelligence and Business: How to Keep Your Company from Becoming a Commodity

Kick-Off Keynote:
Many businesses have become commodities, competing on price alone. The question is, how low can you go? We will discuss how to transform your company so that they are no longer providing a transaction, but an emotionally filled, wonderful experience. We will learn through self directed, experiential learning and improvisation what those qualities are and how to create that culture within the organization. We will discuss the basics of emotional intelligence and how the typical profile of most A/E/C folks may hinder this process. We will then discuss ways to improve this social competence and how to increase these emotional connections inside and outside the company.

Thursday, March 1

Getting "Strategic" into your Pursuits

Business Development Track:
In this workshop participants will be introduced to the process of a SWOT analysis for a particular opportunity and have an opportunity to apply this approach to a real world example.

Breakthrough Conversations

Leadership Track:
You get what you tolerate and what you communicate. To be a dynamic leader your communication must cultivate empowering relationships which propel your organization's growth, because your people flourish while meeting corporate goals. In this highly interactive session, leaders will learn a method to expand awareness and ability to influence the people who impact their success.

Make your business a compelling expression of your values and vision, design conversations to manage perceptions and move into the future with tools to create a culture that is sustainable, far-reaching, and captures the creativity and energy of all stakeholders.

Finance 101: What Marketers Need to Know

Marketing Track:
Have you ever responded to an RFP that asks for your "overhead rates" and you have no idea how to respond to the question? Have you ever wanted to know how your firm establishes "hourly rates?" Does the thought of understanding your firm's financial statements seem impossible? This session will answer those questions along with other information to help you learn a little more about the financial side of your firm's business.

Hit The Road Running: Fast Track Skills for Beginners and Those Who Mentor Them.

Leadership Track:
This highly interactive session teaches individuals how to make a strong first impression in a new job or firm and how to continue to grow and receive the notice and acknowledgement of your contributions at any level. You will learn and practice concrete skills to smooth your path and avoid common problems. Mentors will learn how to help their charges shine.

Led by Susan Murphy of Murphy Motivation and Training who has made many mistakes in all four of her successful careers. She draws on that experience to help you avoid those painful moments and soar.

BD Live!

Join us for an exciting chance to observe business development unfold before your eyes. Stephanie Craft, CPSM and Keri Hammond, CPSM will facilitate this session where a real client with a real potential project will meet three different consultant business developers for the first time. The consultants will all get equal time on stage with the client. Afterwards, we'll hear perspectives from the client: what worked, what didn't, what the consultants uncovered and what they missed. We'll also hear the consultants perspective on the meeting and their thoughts on next steps. The session will provide valuable advice for "marketers as coaches" in the business development process. Join us for a bit of SMPS reality TV and a glimpse into the real world of business development.

Developing Relationships & Earning Trust

Business Development Track:
As economic uncertainty and tightened budgets continue to impact A/E/C organizations, business developers are asked to seek out new business. How does one stand out, build trust and find prospective clients and team members in unfamiliar markets?

Each organization's path to success is unique, but key strategies by business developers can enhance their chances in today's highly competitive market. We will share successful methodologies used to build trusted networks, seek internal champions, prioritize your firm's targets and close deals through case studies involving one company's new office opening, another's new product line launch, another's service line expansion and many more.

So You Want to be a Leader? The Five "Ws" You Need to Answer First

Leadership Track:
This session addresses Leadership Development through an interactive discussion using the five "W"s: What, Why, Who, Where, When...plus a bonus discussion of How. Through insightful stories, compelling examples, and engaging group discussion, attendees will gain a better understanding of how leadership can positively affect their personal growth and contribute to firm success. The presenters promise to deliver sound guidance and helpful resources that will encourage attendees to find their leadership paths beyond the conference session.

Effective Group Presentation Strategies

Business Development Track:
Most presentation training seminars are focused on making individuals better presenters. But how can we present better as a group? This session covers how presenting with a group differs from solo presentations, how to address typical group presentation issues, and why group presentations are like jazz performances.

Who Needs Friends? The Basics of Social Media and its Impact on SEO

Public Relations Track:
Friends, fans, tweet, poke, tag, like, connect ... social media has as many terms as Lady Gaga has costumes (or Twitter followers).  It's enough to make even the most outgoing person become anti-social. If you are wondering whether your firm should give a tweet, then this session is for you. Join Christine Hollinden, CPSM as she leads this lively exploration of social media and presents solid methodologies to get the most from your friends, fans and followers. Then, connect the dots between social media and SEO. You'll walk away with proven techniques to make social media work for your firm.

Friday, March 2

Become a Buzz Master: Public Relations as a Tactic to Winning Work

Public Relations Track:
Your public relations plan is crucial to your client relations and business development activities. This session assists you in producing a public relations plan that will enhance your firm's image and support lead generation.

A Leadership Process that Works

Leadership Track:
This session will cover three distinct processes that are needed for success in any endeavor: Focus, Consistency and Accountability. Individuals who practice all three within the organization will find success. The program offers practical exercises that show attendees very simple practices that can provide leadership from wherever the person is within the organization

Win More Work! How to coach your team to A Win on the interview.

Business Development Track:
You made the short list, now it is time to prepare for the interview. This workshop is designed for the marketing professional whose role it is to help prepare the technical team for the interview. You'll learn techniques to help your team reduce their stress level and become more interesting and animated. You'll also discover tips on how to coach your team to make a stronger connection to their audience, stand out from the others and win the job.

Storytelling in Business Presentations

Marketing Track:
You know immediately when you're stuck in a bad presentation. We've all been there watching a speaker hide behind a lectern reading off countless facts from countless bullet points on countless slides.

It's ironic that while our entertainment industry spends copious sums of money and effort to engage audiences; our business presentations have gone in the opposite direction.

However great presentations exist! They allow topics to get traction. Great presentations permit an idea to thrive. Great presentations can cultivate change.

What do great presentations have in common?

They leverage storytelling to persuade, inform, and influence as many people as possible.

The Many Hats of Marketing

Closing Keynote:
Regardless of your title in the A/E/C industry, marketing professionals must recognize that there are multiple jobs that their company expects them to perform. There are many hats to wear, but each hat has a value and priority to the company and its leadership.   Some companies want marketers to be the central point of communication - thus the hat of the "Communication Specialist." Some want the marketer to be a "Business Developer," focusing on bringing clients in the door. Some companies want marketers for creativity - the hat of "Creative Director." And yes, some companies want marketers to sit down, shut up, and do what they are asked - wearing the hat of a Mad Men secretary. Most companies want marketers to wear all these hats and then some. Both marketers and firm leadership need to know what they expect, what they want, and what's possible. This session, led by National SMPS President, Frank Lippert, defines several dozen unique "hats" that professional services marketers are commonly asked to wear and offers a great take away worksheet to help the attendee and their firm leadership determine which hats are most important so that everyone can be successful.

2012 Conference Sponsors

    Title Sponsor

  • IMS

    Social Media Sponsor


  • Hollinden