Risk Management for A/E/C Marketing Professionals: Lessons Learned from bidding and proposals.
Get excited to MERGE in Baltimore, Maryland, a city that is undergoing an exciting transformation of its own!
It's Springtime and the weather is warm, flowers are blooming, and vacations are being planned....oops I'm sorry, I wrote this in February. It's darn cold outside and things happen that are unexpected...How do you deal with the unexpected? Be patient and stay positive! April showers bring May flowers! Keep grinding away at what you do best and good things will come your way.
Happy Spring from SMPS!
Very truly yours,
President, SMPS Central PA Chapter
We have a lot of exciting events coming up this year and we hope to see you there! Click on the hyperlink for registration details and visit our website often for updates!
Sponsor Spotlight of the Month
Providence is an engineering firm based in Central Pennsylvania that provides design and analysis services to the building design and construction industry. With the combined experiences and tenure of our staff we are capable of structural design and drafting services for new buildings, renovations, remodeling and additions to existing buildings. Our offerings also include construction means and methods designs, engineer of record services, construction compliance design services, bridge enclosures and a niche expertise in the realm of food process and cold storage design.
Established in 1992, Providence Engineering believes in the direct involvement of our engineers in all phases of the project, from conceptual planning and structural system studies to building design through the construction administration phase of the project. We are committed to a business model void of “middle management” and strive to create a work place where the client works directly with a project engineer who is fully empowered and a skilled “decision maker” for the project. We believe this level of empowerment and direct decision making leads to timely responses and facilitates the project moving forward on time and on budget.
Additionally we offer drafting services in either conventional AutoCAD or with the latest BIM technologies utilizing Revit. All of our engineering and CAD programs are kept up to date, all running the most recent versions available.
We work to come along side you as we team together to see your vision become reality. We come to the table with inventive solutions to challenging problems because we have developed a brain trust of long-tenured engineers. We are highly equipped analytical engineers that are sympathetic to the aesthetic needs of building design. And while we are fluent in engineer-speak, we know how to be relatable - a desirable but rare trait in our industry. We have also become known for our ability to be flexible in our design, a necessary ingredient in the pursuit of ambitious goals. We won’t stop until we have completely fulfilled your needs.
It’s not just a project, it’s a relationship. Count on our team to consistently provide engineering confidence.
For more information on Providence Engineering Corporation, visit www.proveng.com.
Welcome New Members
Tracey Johnston, Director of Digital
Kayla Resh, Creative Services Manager
Kinsley Construction, Inc.
Learn more about some of our newest members:
Susan Reinhart is a Marketing Coordinator at RETTEW, working in the firm’s headquarters in Lancaster, PA. Susan collaborates with multiple service groups including Land Development, Survey, Geosciences, Subsurface Utility Engineering, and Energy & Environmental Engineering. She also supports RETTEW’s Development market and Central PA region. She is primarily responsible for providing leadership and marketing expertise in the coordination and production of proposals, statements of qualifications, presentation materials, and other marketing-related materials. Prior to RETTEW, Susan worked as a Proposal Coordinator at Gilbert Architects in Lancaster. Outside of work, Susan enjoys spending time with her daughter and making memories!
Name: Michael Brennan
Title: Business Development Manager
Firm: Entech Engineering Inc.
# of years in the A/E/C industry: 4 years
Role with Central PA SMPS: Program Committee
- How long have you been a member of SMPS? About 2 years
- Why did you become a member? I was new to the industry and wanted to connect with other Marketing Professionals, to learn more about our marketing professionals in the industry and meet new people.
- Who, if anyone, invited you to your first meeting? Cristina Barnes spoke highly of SMPS and invited me to see what it was all about.
- Do you have a mentor or guide (or have you had one in the past)? I would have to say my Father, although he wasn’t personally involved with the A/E/C industry. I value his insights, experience, and knowledge. I often find myself thinking, what he would do in my situation.
- What quality does that person possess that you wish you did? He has many, but I would say time management.
- What is your favorite SMPS memory? My favorite SMPS memory was the Hersey Company tour which was fascinating to learn more about the company.
- Of the other regular educational/networking events you attend, which would you recommend to SMPS members? If you are a new member, certainly any of the networking events is a good way to meet people. But in general, all of the educational events that I have attended were great.
- What is one thing that everybody knows you for? My love for the outdoors.
- What is one thing that might surprise people to know about you? I am a huge San Francisco 49ers fan, and travel to a different NFL stadium each year to watch the 49ers with a group of friends that I have known since Elementary School.
- If you could change one thing about yourself what would it be? Being a morning person. My wife would agree.
- What did you study in college? Management and Marketing
- What would you study in college now? Accounting, I love numbers and data.
- What are your hobbies & interests outside of the office and SMPS? I have so many, but the keys ones that come to mind are forest management on my family’s farm, hunting, kayaking, and the stock market. I can’t wait until my two year old son can be involved with some of them.
- What is the one movie you have to watch if you run across it on your TV? Braveheart
- Do you have any advice, secrets to success or guiding thoughts? Keep an open mind, and deliver what you promise.
2017 SMPS Membership Campaign
Our chapter is once again participating in the 2017 “SMPS Derby – Run for the Roses” membership campaign, which started on March 1st and ends on May 31st. This campaign is brought to you by our SMPS Headquarters and each chapter had a chance to submit an application.
Our contender, appropriately named Susquehanna Slew, will be racing against chapters of similar size, hoping to bring home a prize package worth betting the farm! We are racing towards a growth goal of a 8% increase.
How can you help?
We need your help in recruiting new members during this time! To help sweeten the pot, we have added our own incentives:
All CURRENT members who recruit new members during the drive will receive:
*A $25 gift card
All NEW members who join in the timeframe will receive:
*One free program of your choice
Together, we can help make Susquehanna Slew the champion for Central PA!
If you have any questions, potential recruits, or ideas, please contact Heather Sweitzer, Membership Chair, at firstname.lastname@example.org or 717.432.4425.
SAVE THE DATE!
SMPS Central PA DVD Library
Looking to jump into “spring” with your marketing or business development staff? Why not pick a topic, borrow a DVD from the SMPS Central PA Library, and brainstorm with your team on how to grow your business. Our DVDs come with handouts and are FREE for members to use.
The SMPS Central PA DVD Library offers 25 SMPS National webinars on a variety of topics, providing education for newbies and refresher courses for CMOs. Want to research winning proposals? We have a webinar on that. Ever wonder how to network even though you are shy? One of our webinars covers that. How about some strategic planning for your firm? We have that covered, too. Our list of available DVDs includes these titles:
The Art & Science of Proposal Leadership
Become a Creative Superhero: How to Boost Your Creativity
Beyond Proposals: Marketing Practices that Pay Off in a Down Market
Beyond Strategic Planning: Competitive Strategies to Build
BIM and the A/E/C Marketer: Positioning Your Firm for Success Capitalizing on Referrals in Your Marketing Plan
A Dozen Surefire Tips to Keep Your Audience from Tuning You Out
The Introvert’s Secret to Networking
It Takes a Village: Building Collaboration on Project Data Management
Leveraging Client Needs in Marketing Sustainable Design
Leveraging Your Skills: Building Value for Your Firm (and Your Career) Beyond the Marketing Role Tammie Making the Cut! A Key to Understanding the Unspoken Requirements of an RFP
Marketing Research – What Does Your Competition Know that You Don’t?
Mastering the Hidden Web: Uncovering Valuable Data about Clients and Competitors
Natural Networking: 10 Tips to Increase Your Face-to-Face Mojo (Excellent for Introverts, Shrinking Violets, Geeks, and Shy Guys)
Pitch to Win: A Complete Approach to Pursuing Business, Making the Shortlist, and Winning When Opportunities are Scarce
Project Staff Getting Repeat Work
Relationship-Based Business Development
RFPs Suck! How to Develop Winning Proposal Strategies
Selling Has Nothing to Do with Selling
Strategizing Winning Proposals from Value Proposition to Differentiation – on Deadline
Using the Web to Brand Your Firm: Client and Consultant Recount a Major Website Overhaul
Win Federal Contracts in an Uncertain Economy: SF330 Form Secrets to Getting Shortlisted
Winning Strategies for Powerful Project Interviews, Q&A Sessions, and Owner Debriefings
How to Write a Winning Proposal for Government
To borrow a DVD from the SMPS Central PA Library, just email email@example.com. Please note that there is also a list of these DVDs on our website under Programs & Events>DVD Library or click here: http://smpscentralpa.org/Educational_Programs. We only ask that you return the DVD after viewing it to give other SMPS members the opportunity to borrow it.
Build Business 2017
Build Business 2017 will bring together A/E/C clients, content experts, principals, business developers, and marketers to historic Indianapolis, IN, from July 12–14, 2017 to learn from and challenge one another to think differently about business. As a participant, you will experience your choice of never-before-seen breakout sessions, provocative keynote speakers, and plenty of networking to make priceless business contacts. The JW Marriott Downtown, located in Marriott Place Indianapolis, and connected to the Indiana Convention Center, is the site of the 2017 Society for Marketing Professional Services (SMPS) Build Business conference.
Central PA Chapter
If you are planning on attending Build Business this year, please contact one of the board members or email Julie Hungarter at firstname.lastname@example.org so we can form a team and get a discount for our chapter.
Consider promoting your firm and supporting SMPS Central PA!
We invite you to explore our sponsorship benefits which are designed to provide your firm with the highest level of visibility and awareness.
WHO YOU’LL REACH
SMPS Central PA is the premier source for education, resources, networking, and information exchange for marketers in the A/E/C industry.
Almost half of our members hold senior level positions with their firms, meaning our sponsors receive prime exposure to many potential business partners and decision makers. In addition, our email distribution list includes more than 700 friends.
WHAT YOU’LL GAIN
Sponsoring SMPS Central PA means supporting your firm in its efforts to gain maximum exposure throughout the Central Pennsylvania A/E/C community. Now is the time to cultivate new and existing relationships and promote your firm! SMPS Central PA could not survive without the support of our sponsors. and we are extremely grateful for their generosity.
Check out our sponsorship brochure to learn more!
Thank you to those firms that have already offered their support of SMPS Central PA for the 2016-2017 year: Rettew, CORE Design Group, Providence Engineering Corporation, and Stahl Sheaffer Engineering as annual platinum sponsors, and Triad Engineering andRS Mowery & Sons as annual gold sponsors.
Want to get involved with our chapter? Whether you are a new member or have been one of our treasured members for years, we welcome anyone and everyone that would like to help out in our chapter in some way! Not sure where you would like to assist? Attend one (or all!) of the committee meetings and see where you might be able to put your skills to use! We are now posting our committee meeting schedules on our website under the About Us>Committees and Chairs section, found here. If you would like more information, contact any of the committee chairs. Their information can also be found on the Committees and Chairs page.
Current Committee Meeting Schedule
Membership Committee: Conference call on the last Monday of each month, 2:00. For conference call information, please contact Membership Chair Heather Sweitzer, email@example.com.
Programs Committee Meeting: Beginning in October, the Programs Committee will meet directly following the board meetings. Please contact Programs Chair Cristina Barnes, firstname.lastname@example.org.
Communications Committee: Conference call, second Monday of each month, 2:00 pm - 3:00 pm. For information, please contact Communications Chair Melissa Yost, email@example.com.
The Society recently launched ECAMPUS, which combines e-learning and professional development in a "when you want, where you want" format. From content marketing and relationship-building to ROI and social media, ECAMPUS focuses exclusively on marketing, business development, and leadership.
Watch the short tutorial, and you'll receive a coupon code for a FREE class. Then, consider sharing the course catalog with your bosses and telling them you have access to this training, because of their support of your SMPS membership. Another idea? Consider hosting a brownbag with your office and leading a follow-up discussion. If you have other ideas for taking advantage of the ECAMPUS offering, be sure and share them with the rest of us!
The SMPS Central PA Chapter’s Board and Committee Chairs are always striving to improve and provide our members with more value through targeted, relevant programs and the latest industry information. One idea that we had was to ask you for your BIG IDEAS – what could we start to do or do better? What industry trend or challenge would you like us to explore? Could we communicate with you better or add a new section to this newsletter? No BIG IDEA is too small…the collective knowledge and creativity of our Chapter is truly tremendous, and we want to hear from you. So come on, share your BIG IDEAS with us. Send your BIG IDEAS to firstname.lastname@example.org.
We kindly ask that you adhere to our cancellation/refund policy to help us avoid unnecessary costs due to program no-shows. Even if a program is free, there are still costs involved with refreshments that we provide to attendees. The policy, which can be found under each program description on our website, states that cancellations made 24 hours prior to the event will be fully refunded. All other cancellations or no-shows will be invoiced for the full cost of the event.
Photos are frequently taken at our chapter events. The SMPS Central PA Chapter has the right to use photos from our events for any purpose, including but not limited to use in publications, on social media, in the newsletter, promotional materials, on the website.