Meeting/Event Information

[NATIONAL SPEAKERS] Become a Markitect 2015

November 05, 2015
8:00 AM - 4:45 PM

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Glen Oaks Golf Club
30500 West 13 Mile Road
Farmington Hills, MI 48334

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On November 5, SMPS Michigan and AIA Michigan will bring together clients, content experts, principals, technical professionals, business developers and marketers in a session focused entirely on building your firm’s marketing strategy.

No matter whether your firm is small or large, if you're a technical professional, marketer, business developer or even if you're a sole practitioner, this session is for you. Over the course of the day, you will:

Learn how to truly differentiate your firm, and yourself, from the competition. You will be exposed to cutting-edge research, best practices, benchmarks, and marketing and business development ideas—information not available anywhere else—to position your firm more solidly in your markets.

Leverage best practices in strategic planning, marketing and business development. techniques. Using these scalable approaches, you will be able to develop a tailored approach for your firm or career on your next pursuit.

Identify partnering opportunities, and strengthen relationships you already have.The conference will give you a chance to build critical relationships and access the connections among the AIA, SMPS and other industry partners that are attending the session.

Secure business intelligence. During conversations, presentations, and Q&A, you will discover what others know about upcoming projects and opportunities to win work.

Learn from Industry Experts. A line-up of national speakers from around the country with experience in various size firms will share their ideas, knowledge and charisma on thought-provoking topics with real world application.


Event Details

Date
November 5, 2015 - 8:00 a.m. to 4:45 p.m.

Location
Glen Oaks Golf Club
30500 West 13 Mile Road
Farmington Hills, MI 48334 

Ticket Price
$120 General Ticket
Breakfast & lunch included in the price

Event Registration Closes
November 2, 2015

Schedule at a Glance

8:00 am Networking & Registration
8:30 am Opening Remarks
8:40 am WORKSHOP 1 | More Cowbell for Business Development
10:40 am Break
10:55 am WORKSHOP 2 | The Future of A/E/C Marketing: Why your digital brand is more important than ever
12:00 pm Lunch
12:45 pm WORKSHOP 3 | "From RFP to Win: Make Your Proposal Stand out from the Crowd"
2:15 pm Break
2:30 pm WORKSHOP 4 | Networking for Introverts
4:00 pm Closing Remarks

 

WORKSHOP 1 - More Cowbell for Business Development

“More Cowbell” refers to something you need more of, a remedy. As the business developer, you may be the lead singer, but unless you’re embarking on a solo career, your band of doer­seller’s must each master their parts and together you’ll earn your place on the Grammy stage. This (jam) session will give you unique, fun and proven methods to inspire even those who play cowbell to amp up their role in the business development efforts of the firm. Join the Cowbell crew in an interactive talk show style discussion with three diverse industry experts who will share creative, successful, and positive techniques they have employed that changed the way their technical professionals look at business development, the way their firm’s leadership is measuring business development performance, and how these programs highlight BD Rock Stars firms never knew they had.

Learner Objectives

  • Attendees will motivate their technical professionals to become more involved in business development and perform business development tasks.
  • Attendees will apply methods for keeping their technical staff accountable for their business development contributions and outcome.
  • Attendees will learn to develop incentives for team members performing business development tasks, and spotlight the business development rock stars.

 

WORKING SHOP 2 - The Future of A/E/C Marketing: Why Your Digital Brand is More Important Than Ever (and why some things may never change)

This session will cover:

  • The latest changes to having a killer website
  • The role of positioning and brand voice
  • How to create the best content with your technical staff
  • Social media, SEO, email, and everything digital ­ where to go next

 

 

WORKSHOP 3 - From RFP to Win: Make Your Proposal Stand Out from the Crowd

Developed as a 90 minute session with hands-­on activities.

We spend countless hours refining boilerplate and checking—and double-checking—forms and materials. But what makes a proposal stand out from the rest? In this hands­-on, interactive session, we’ll answer three questions using real-­life examples from the AEC industry:

  • Does the response “answer the mail” in meeting what’s requested in them RFP/RFQ?
  • Does the response clearly convey your knowledge of the client and project—the issues the client is facing, how you propose to solve those issues, the benefits gained by the client, and evidence of where you’ve previously done it? Does it speak to them, or is it just all about you?
  • How does it read—grammatically and visually? Is it easy for readers to pick up on key information and messages?
  • Attendees are encouraged to bring at least one of their own work products for self-assessment during the session.

 

WORKSHOP 4 - Networking for Introverts: Coming Out of Your Shell!

You don’t have to be an extrovert to be a good networker! Networking is an essential component of any career, from job search to career advancement and business development to social development. For some, networking presents particular challenges such as resistance, anxiety, exhaustion, and a feeling of being overwhelmed.This hands-on workshop will help attendees explore ways in which the networking process can be adapted to fit the unique skills and style of the introvert. Best of all, attendees will leave with a Networking Strategy Workbook to continue building their networking skills.

  

Event Co-Sponsors

The Society for Marketing Professional Services – Michigan Chapter
The Society for Marketing Professional Services is the only marketing organization dedicated to creating business opportunities in the A/E/C industry. SMPS represents a dynamic network of 6,000+ marketing and business development professionals working to secure profitable business relationships for their design and building companies.

The Society and its chapters benefit from the support of 3,500 firms, encompassing 80% of the Engineering News–Record Top 500 Design Firms and Top 400 Contractors.

AIA Michigan – A Society of the American Institute of Architects
AIA Michigan serves its members and advances the profession of architecture through education, networking, partnerships, promotion and advocacy at a state-wide level. It provides and funds programs, fosters communication among its members and the public, mentors students and young architects, collaborates with allied professions and organizations, and is of service to society. The mission is achieved through public advocacy, education and fellowship.

Endorsing Sponsors

   
   
   

 

SPEAKERS

Donna Corlew FSMPS, CPSM

Chief Whatever-it-Takes (WIT) officer at C*Connect  |  Nashville

Presenting on More Cowbell for BD Greatest Hits & From RFP to Win: Make Your Proposal Stand out from the Crowd 

 

Accomplished professional with over twenty-five years of experience working with the design and construction industries to shape visions, develop strategies, position for growth, and connect with clients and the community where you work and live.

Driven by a passion for coaching and helping others identify and maximize your unique talents and expertise. Launched C*Connect to work with firms across the US -- small, medium, and large -- to facilitate market research, make connections, build chemistry, and coach sales and marketing teams.

 

Jen Newman, CPSM

Vice President Business Development at JRB Engineering, LLC  |  Dallas

Presenting on More Cowbell for BD Greatest Hits & Networking for Introverts


Jen Newman, CPSM has served the professional services industry for 25 years working for Architects, Engineers, and Contractors. Jen started her career in accounts-receivable and then moved into contracts administration followed by project management, until she found her niche in marketing and business development. As she honed her skills, she realized her true talents and passion were in strategic planning; relationship development; networking and connecting; and training and coaching. Based in Dallas-Fort Worth, Texas, Jen serves clients across the country.

Jen has a passion for speaking and it comes through in her enthusiastic style. She serves as a keynote, emcee, session speaker, panel moderator, workshop facilitator and live text message polling moderator across the country for companies, associations, and conferences. She has spoken to Society for Marketing Professional Services (SMPS) chapters throughout the country as well as for multiple SMPS regional conferences and for the SMPS National Conference for multiple years. Her presentations often utilize new technology and carefully thought out workbooks or worksheets to encourage attendees to take action. Jen has developed, facilitated, and moderated panel programs incorporating live text polling for local, regional, state and national associations, conferences, and organizations.

 

Josh Miles

Brand Strategist, Speaker, Author, Entrepreneur, and Principal, MilesHerndon |  Indianapolis

Presenting on The Future of A/E/C Marketing: Why your digital brand is more important than ever 

 

Josh Miles is a caffeine and Twitter addict, and principal of Indianapolis-based national branding agency, MilesHerndon. His role consists of leading brand strategy, business development, and firm-wide marketing.

Josh Miles speaks from coast to coast on branding, digital marketing, and social media, and is a past TedX presenter. Miles was honored as 40 Under 40 by both Indianapolis Business Journal and Delta Sigma Phi, and a 20 Under 40 by ENR Midwest. Josh is the author of the Content Marketing Institute book, Bold Brand, and is hard at work on his second book. Josh lives in Indianapolis with his wife and two ridiculously cute kiddos.

 

Frank Lippert, FSMPS, CPSM

Business Development Manager at Parsons Brinckerhoff  |  Portland

Presenting on More Cowbell for BD Greatest Hits

Frank Lippert’s 20-plus-years of experience in marketing and business development is derived from three primary experiences, employment at Symonds Consulting Engineers and David Evans and Associates, Inc. and intensive involvement in the Society for Marketing Professional Services. Combined these experiences provide me with a national network of marketing and business development contacts, an expert knowledge of what it takes to win work in the A/E/C industry, and leadership skills for strategic planning and professional coaching and mentoring.

 

Kate Mullaney, CPSM

Business Development Director at HDR, Inc.  |  Chicago

Presenting on More Cowbell for BD Greatest Hits 

Kate is the Business Development Director for HDR Architecture in the central region, working with region directors and managing principals to implement strategy, grow networks, and build relationships with targeted healthcare and academic systems. Kate's role is to drive growth within HDR's healthcare and science & technology sectors in the 15 states and the 4 central region offices (Chicago, Denver, Omaha, Minneapolis/St. Paul). With more than 15 years in the industry, Kate brings marketing and strategic client development experience to her role. Kate's experience includes strategy, business planning and reporting, strategic client pursuit, and coaching technical staff. She is a certified professional services marketer.

Kate is a Past President of SMPS Chicago, and recipient of the 2013 SMPS Chapter President of the Year award, Kate is invested in the further development of the business development profession for the betterment of the industry at large, through mentorship, content development and teaching of best practices related to business development for local, regional and national audiences.

 

 

Jason Vesuvio

Program Director, Business Development at Faithful+Gould  |  New York City

Presenting on More Cowbell for BD Greatest Hits

Jason Vesuvio is the program director of business development for Faithful+Gould Americas, and has over 16 years of experience in the architecture/building industry, as a marketer and business developer of professional services, and as well as several project management positions.  His past employers include Structure Tone, HNTB, Pavarini McGovern, and Ellana Construction Consultants.

He’s held numerous leadership roles, including serving as 2012-13 New York chapter president of the Society for Marketing Professional Services (SMPS). He also sits on the board of advisors for Pratt Institute’s CM program, and the Manhattan board for the Greater New York Council of the Boy Scouts of America. He also belongs to SCUP, CoreNet, IFMA, ACE Mentoring, ULI, and CMAA. Raised in New Jersey and a proud Brooklynite, Jason is the proud uncle of 12 nieces and nephews, a hack musician, world traveler, and an Eagle Scout.

 

Andrew Weinberg, FSMPS, CPSM

Regional Business Development Manager at Simpson Gumpertz & Heger Inc.  |  New York City

Presenting on More Cowbell for BD Greatest Hits & Networking for Introverts

Andrew Weinberg, FSMPS, CPSM, has served in a marketing or business development capacity in the A/E/C industry for over 17 years. He is currently the Regional Business Development Manager for Simpson Gumpertz & Heger (SGH), a national engineering firm that designs, investigates, and rehabilitates structures and building enclosures. As the firm’s first ever full-time business developer in its 59-year history, Andrew is responsible for establishing and strengthening relationships with clients and industry partners, building awareness for the firm’s office in the metro NYC, DC, and Chicago markets, leading the initiative to increase the business development culture and activities of the senior staff, and helping educate and coach all levels of technical staff on appropriate business development practices.

Andrew has been active with SMPS since 1998. He was recognized as an SMPS Fellow in 2013, and is a Certified Professional Services Marketer (CPSM) since 2005. Andrew was a chapter board member for 12 consecutive years, has participated in the NY Chapter’s Mentor  Program for seven years, and is a member of its Chapter Advisory Council (CAC). At the national level, he is a past chair of the Presidents’ Leadership Symposium (PLS) and currently the chair for the new seller-doer symposium as part of BB2016. He received his Bachelor of Fine Arts degree in Graphic Design from Rhode Island School of Design.

Tickets

$120.00 *Includes Breakfast & Lunch*
(Click below to pay by credit card. If registering with check payment, email [email protected] or [email protected])

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