The long day

Yesterday, I spent hours listening to speeches, panel discussions and presentations on architectural, engineering and construction marketing at the SMPS Build Business National Conference in Boston.  I can’t say it turned out to be the most enjoyable day of my life.  I felt alone, and was, much of the time, even though there were (brief) [...]

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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 [...]

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The proper care and feeding of clients

Marketing consultant Bernie Siben told about 50 members of the Society for Marketing Professional Services (SMPS) Washington DC chapter yesterday (Jan. 27), something they should already know and appreciate — the best way to find new business is to ensure you care, intensively, for your current clients — and that care requires in-person two-way relationships, [...]

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Marketing in tough times

Laurin McCracken AIA, Chief Marketing Officer at Jacobs Global Buildings NA sent this email yesterday to his network at the Society for Marketing Professional Services. I am sure that most of you are familiar with the author Malcolm Gladwell from his books such as The Tipping Point and Blink. In the January 18 issue of [...]

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The Cold, Hard Truth

In the most recent SMPS Marketer issue, W. Bruce Lea and J. Rossi remind architectural, engineering and construction marketers of a simple, painful truth:  You don’t succeed by pushing through dozens of responses to RFP proposals and public bid opportunities; you cannot hope to win unless you have established and developed a solid relationship with [...]

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