Salary vs Commission: Another option
In a recent SMPS Listserve thread, one member asked about the possibility of using commission to create incentives for sales in the AEC space. Most members (including myself) agree that commission-only models simply don’t work for long-cycle projects especially when many people are involved in winning and working on the jobs. See this earlier posting [...]
Receiving and giving the “yes”
Yesterday, I received two uplifting “yeses”. In the first, Construct Canada confirmed I would be invited as a speaker to the conference’s seminar program based on my Construction Marketing Ideas book. In the second, I received a surprising invitation to be a “Top Contributor” to Google’s AdSense Help Forum group. Neither of these acceptances directly [...]
How much should you budget for architectural, engineering or construction marketing?
Perhaps one of the most common (and reasonable) questions for anyone starting out on the process of planning an AEC business’s marketing budget is: “How much should we allocate for marketing?” Recently, a Society for Marketing Professional Services member asked on the association’s Certified Professional Services Marketer (CPSM) Listserve this question: “Does anyone know where [...]
Salary vs commissions: Another look at the issues
Recently, on the internal Society for Marketing Professional Services listserve, a well-established (and highly successful) engineering practice marketer asked this question: Forgive me in advance if this topic has been posted before. Would you be willing to share whether or not you have personally worked within or your company has established a commission-based sales environment? [...]
Rebound and Run
Some of the best surprises in conferences are the “sleeper events” few attend and appreciate. So when about five of us found our way into an obscure room at the Society for Marketing Professional Services conference site on Friday afternoon to hear Marcus Mann speak about how to effectively reset your organization after a rough [...]
SMPS Conference – Day 2
Yesterday proved to be a much more productive SMPS conference experience. In addition to achieving progress on a significant new initiative (too early to report here), I learned more about the strengths and weaknesses of social media and gained some powerful insights into the real challenges and opportunities of marketing staff within architectural, engineering and [...]
SMPS Day 1
Yesterday, I spent some time with my family as we successfully returned to the hotel we had been booked at originally. I also took in two sessions of the special “CPSM Day” at the Society for Marketing Professional Services conference in Boston. “CPSM” is the designation for “Certified Professional Services Marketer”, meaning you’ve passed an [...]
Seven Steps to Reconnect
Craig Park’s most recent blog posting, “Seven Steps to Reconnect” addresses the challenges of rebuilding and re-establishing potentially long-lost relationships. This can be hard work, but is certainly easier than cold calling (assuming of course your relationships were positive and concluded well). Still it takes discipline and organization to achieve the results you are seeking. [...]
“We don’t really need to market” — really?
Liz Kupcha is facing the reality of a business start-up in her efforts to provide marketing consulting services for the AEC industry. One of the pioneers in the social networking space (she had a presence within LinkedIn and other social networking sites long before the great masses found their way to the space) and with [...]
Free or fee: The generosity paradox
Yesterday’s Construction Marketing Ideas Webinar with the Design and Construction Network has proven to be successful. The biggest surprise (and most interesting discovery) is how we leveraged free resources and generosity to create the greatest business opportunities. Lets start at the beginning. Design and Construction Network founder Tim Klabunde called me after I sent him [...]
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