Webinar Library

Get Presentation Tips From a Pro!

Webinar with presentation and training guru Susan Murphy. In her webinar, "Do This. It Works:  Your Step-by-Step Guide to Authentic and Effective Presentation Skills," Murphy will take you through a step-by-step practice of the intellectual and physical skills necessary to make a great presentation.  Whether you're explaining a plan to your coworker, showing a strategic plan to the partners, or presenting a proposal to a client, what you say and how you say it are vital. This program shows you exactly how to get the results you need.  

Learning Objectives

  • To think on their feet and change direction during a presentation 
  • Target audience interests 
  • Practice for continued improvement and coach their colleagues 
  • Get support from the powers that be 
  • Streamline the interview process 
  • Set a communication and presentation standard for the entire firm

Susan Murphy, Principal, Murphy Motivation and Training

Susan Murphy's career began in travel industry marketing which led to her position as Club Med Travel Industry marketing director. She then joined Communispond where she coached presentation and selling skills to Fortune 500 companies. Five years later Murphy Motivation and Training was born. She uses irreverence and humor to transform professionals into competent presenters. The A/E/C world discovered her when she spoke at an SMPS conference in Boston many years ago. Since then she has helped A/E/C professionals hone their communication and interview skills.

 

Reputation Management Within the A/E/C Industry 

A technical professional is only as good as his or her reputation, and an important component of any marketing program is gaining name recognition for a company's key staff by building brands around those people. These personal brands are powerful tools for developing new business, providing thought leadership, and directly impacting the communities in which these professionals operate. People do business with people, and every technical professional must develop a positive image that makes clients want to work with them.

Learn the attributes of an individual's reputation—the elements that define who they are, as well as how to enhance their reputation and how to use that reputation as a tool to land new commissions and become a positive force in the community. This presentation will equip marketers with the tools they need to help build the reputations of the technical professionals in their firms.

Learning Objectives

  • Identify the attributes of a personal brand
  • Explore the various tools available to cultivate the reputations of key technical staff, helping them to meet their personal goals while enhancing the firm's business development process
  • Learn how to create a personalized marketing plan, developing concrete steps to build business and careers

Scott D. Butcher, FSMPS, CPSM, Vice President, JDB Engineering, Inc.

Scott D. Butcher, FSMPS, CPSM is vice president of JDB Engineering and the author of fourteen books, including marketing and architectural topics. A member of SMPS since 1992, he was named a Fellow in 2011 and is currently serving as secretary and Thought Leadership Committee Co-chair for the SMPS Foundation Board of Trustees. Scott is a director of AIA Central PA and has been a board officer for many community organizations. His awards include Central Pennsylvania Forty Under 40 and Leadership York Outstanding Alumnus of the Year. Scott has been published in several industry periodicals, including four times in the SMPS Marketer.

William R. Long, P.E., FSMPS, CPSM, Vice President, TN Ward Company

William R. Long, PE, LEEDAP, FSMPS is a vice president with TN Ward Company, a Construction Management/General Contracting company headquartered in suburban Philadelphia. Bill has been a featured speaker at multiple industry presentations for AIA, AGC, ASLA, CMAA, CoreNET Global, Construction Marketing Research Council, CSI, ISPE, and SMPS. He has also been quoted or profiled in Building Design + Construction, Principals Report, The ZweigLetter, Mid-Atlantic Construction, New York Construction, and MarketingNow. Bill possesses a Bachelor of Architectural Engineering from Penn State and an MBA from Villanova. He a Fellow in SMPS and the President-elect of the SMPS Foundation.

 

Crisis Communication: The Elephant in the Room

In the event of a workplace or job site accident, who in your firm is responsible for contacting family members? Who is authorized to speak to the media? If a fire or flood damaged your offices, what steps would you need to take to get your business up and run again? How does your firm safeguard its intellectual property and data, and what would you do if there were a breach in that security? In a crisis, how would your firm communicate with its stakeholders—employees, clients, shareholders, vendors, and even the media?

If your firm doesn't have crisis communication plan, how do you start the conversation internally about the need for preparedness? How do you begin to organize the effort? This session will equip you with some answers.  

This session isn't about how to handle a specific crisis but rather focuses on how to get your firm thinking about a plan and aligning that plan with the internal and external resources appropriate to your organization's needs.

Learning Objectives

  • Basic understanding of crisis communication
  • Common do's and don'ts
  • Insight into how to begin drafting a plan for your firm
 

Raising the "WOW!" Factor: How to Create Proposals that Truly Set You Apart

The goal of a proposal is to first, convince the client that your firm is fully qualified to do the work—and second, to show the client that you bring something to the table they won't get from anyone else. Most proposals somewhat accomplish the first and fail miserably on the second.

Our January Webinar will introduce you to some very unusual techniques designed to develop a winning strategy, create a stunning first impression, and communicate your value and qualifications persuasively to get you to the top of the short list.

Learning Objectives

  • Learn a compelling argument to convince your boss to pass on the RFP, if you don't want to go after the project
And if you DO go for it...
  • Develop a project-specific capture plan

  • Create a smack-me-between-the-eyes first impression

  • Use storytelling to grab and keep their attention

  • Transform technical writing into persuasive prose

  • Learn to not gloat obnoxiously when your hit rate doubles

 

David Stone, President, blüStone Marketing

David Stone has advised hundreds of design and construction firms around the globe ranging in size from one person to $2 billion in annual revenue. He's a sought-after speaker at conferences around the world and the author of 15 books including, Wired, which is used in the CPSM program. With a career that began in architecture in the mid-70s, Stone has held every position from draftsman to principal. He has witnessed and experienced the massive changes this industry has faced and continues to explore new ways to promote and sell design and construction services. He splits his time between Savannah, GA, and Vancouver, BC.

 

Motivate and Train Technical Staff to be Effective Business Developers

This Webinar presents key strategies for developing marketing and sales skills among technical staff. Through a series of case studies, it explores how to motivate technical professionals to become effective business developers and how to sustain their efforts over time.

One of the greatest marketing resources any firm has is the expertise and knowledge of its technical staff. Often, gaining trust and getting technical staff involved in marketing are difficult propositions. Overcoming these challenges takes creativity and an understanding of the communication styles of both marketing and technical professionals.

During this Webinar, industry veteran Kay Godwin will provide you with the ingredients for success in developing marketing and sales skills among technical staff. Through a series of building industry case studies, you will explore how to motivate technical professionals to become effective business developers. In addition, you will learn to develop internal training programs to keep them involved in the long-term. You will walk away with real-world models from firms that have overcome the challenges of getting technical staff involved in marketing and, most importantly strategies to implement in your firm.

Learning Objectives

  • Develop a business development culture within your firm
  • Build effective, long-term business development training programs for technical staff
  • Learn valuable strategies to keep technical staff motivated while avoiding common pitfalls

 

Kay Godwin, FSMPS, CPSM, Principal, Marketing Avenues

Kay Godwin, FSMPS, CPSM, has worked in the A/E/C industry since 1980, helping engineers, architects, contractors, and other consultants develop and implement marketing and professional development programs. Before starting her own company in 1992, she managed corporate marketing services for a number of consulting engineering firms. 

Kay has served on the SMPS National Board and is a past president of the San Francisco chapter, from whom she received a Lifetime Achievement Award in 1998. She has taught workshops for numerous organizations, including AIA, ACEC, the Professional Environmental Marketing Association (PEMA), and SMPS.

 

Become a Creative Superhero: How to Boost Your Creativity

Leading firms differentiate by marketing themselves creatively. But creative ideas don’t just magically appear like superheroes. During this 90-minute webinar, learn how to develop a creative process to generate heroic marketing ideas for your professional services firm. Presenter David Lecours will share why creativity matters now more than ever, how to boost your creative output, and superhero archetypes for creativity.

Learning Objectives

  • How a process will boost your creative output

  • To win a creative brief for internal projects or when hiring an agency

  • To understand why creativity is a learned habit

  • What to do when you face creative kryptonite (creative blocks)

 

David Lecours, Creative Director, LecoursDesign Inc.

David Lecours is on a mis­sion to help A/ E/ C firms fight com­modi­ti­za­tion to win new busi­ness. As Prin­ci­pal of brand strat­e­gy firm Lecours­De­sign, David helps firms at­tract great clients and tal­ent by de­vel­op­ing a com­pelling a cul­ture of expertise. 

David at­tend­ed the Uni­ver­si­ty of South­ern Cal­i­for­nia in­tend­ing to en­roll in ar­chi­tec­ture school. Af­ter an in­tern­ship in an ar­chi­tec­ture firm, David found mar­ket­ing more en­tic­ing. He be­gan his ca­reer in In­ter­na­tion­al Mar­ket­ing at Para­mount Pic­tures. David worked as a Sales Rep­re­sen­ta­tive for Reebok and then got pro­mot­ed in­to Re­gion­al Mar­ket­ing. David re­turned to school at ri­val UCLA to study, and even­tu­al­ly teach, graph­ic de­sign. Af­ter work­ing for Bright Strate­gic De­sign and The Med­nick Group, David launched Lecours­De­sign in 1995.

 

Rebranding Your Firm: Why, What and How

Your firm should be continually growing its expertise and capabilities. In the last 5-10 years, you probably added new markets and new services. You may have an entirely new strategic direction. Is the public perception of your firm keeping up, or is it stuck in the past? It could be time for a rebrand. This webinar will help you navigate the process of why (or why not), what, and how to complete a successful A/E/C firm rebranding.

Learning Objectives

  • Assess why and when a firm should consider rebranding
  • Clarify the confusion among rebranding, refreshing, and simply designing an anniversary logo
  • Navigate the process and allocate the resources (time and budget) required for a successful rebrand
  • Evaluate the pros and cons of hiring an outside consultant
  • Gain a realistic expectation of the ROI of a rebrand

David Lecours, Creative Director, LecoursDesign Inc.