SMPS Atlanta 2011-2012 Calendar

The 2011-2012 SMPS Atlanta Calendar has been posted! Click to view the calendar on a larger scale and/or print. These calendars will be available online and at every SMPS Atlanta event and program.

We have some great events and programs planned for this year including our always popular Boot Camp Series and a new program titled Group Therapy which will be regularly held to address lessons learned and to  provide open discussion for professional advice. The group will work together to offer suggestions, solutions and follow-up.

Notice anything different? We have a new look! You'll start to see some more changes with our marketing material, flyers, events, social media, and website. We are excited to have a fresh new face to our growing chapter!

SERC: Call for Presentations!

The SMPS Southeast Regional Conference (SERC) Programs Committee invites you to submit a proposal for a breakout session for Get Down In Crown Town, the 2012 SMPS Southeast Regional Conference, March 28-30, 2012, in Charlotte, NC. Please download the Call for Presentations in MS Word format (at the conference website: www.smps-seregconf.org), complete, and email to Michele Lewis (mlewis@rjagroup.com) before 5 PM EST on September 15, 2011.

Proposal Deadline: September 15, 2011, 5 PM EST

The Call for Presentations will be also be posted on SMPS National’s website: www.smps.org.

10 Reasons Why You Should Join SMPS

SMPS can help you, as a member, build your business and advance your career. SMPS membership gives you access to:

1. Networking Opportunities
Make local, regional, and national A/E/C business contacts through SMPS to build your business. Networking suggestions: Attend chapter meetings and programs or participate in Build Business or a national workshop. Volunteer for a chapter or national committee. Learn more about your fellow members in People on MySMPS. Participate in online forum discussions, where you can ask your peers for advice and recommendations and share your own experience and knowledge. Locate potential partners and suppliers in the A/E/C Buyer's Guide.

2. Publications

Read up on trends, best practices, and relevant issues impacting professional services marketing and business development. SMPS membership includes subscriptions to the award-winning journal Marketer and toConnections, our e-newsletter; access to research and white papers funded by the SMPS Foundation; and discounts on industry publications from the SMPS Bookstore.

3. Marketing Resource Center

Take networking to another level with MySMPS, the award-winning online community designed exclusively for SMPS members. The mission of MySMPS is simple: To connect you online 24/7/365 with people, information, and opportunities to make building business easier.

4. Certified Professional Services Marketer Program

Earn professional credentials via the Certified Professional Services Marketer Program. In an industry that values certification, the CPSM program can help you build your personal brand as an expert in marketing and business development, increasing your credibility with employers, coworkers, and peers.

5. Programs and Conferences

Attend national and regional conferences and programs to explore how other professional services firms are tackling the business challenges you and your colleagues face every day. You will return to the office with innovative solutions and fresh ideas your company can put to work immediately.

6. Leadership Opportunities

Develop and practice your leadership skills by getting involved in SMPS: Volunteer to serve on chapter committees, your chapter's board of directors, regional conference planning committees, and national task forces and committees.

7. Career and Recruitment Resources

Plan your career, gain access to advancement tools, and search for job opportunities through the SMPS Career Center. If your firm is seeking candidates to fill an open position, you can post that position in the Career Center and review the resume bank to identify marketers and business developers with experience in the A/E/C industry.
 (SMPS members and their firms enjoy a discount on employment ads posted in the Career Center.)

SMPS also supports the growth of A/E/C companies by providing members with:

8. National and Regional Contacts

Contacts made through the powerful SMPS network to facilitate teaming opportunities, business referrals, and knowledge of A/E/C business practices, trends, and successes.

9. Professional Development Opportunities

Opportunities to present programs, write articles and white papers, and conduct funded research are available at the local, regional, and national levels of SMPS. Through involvement in SMPS, your employees can demonstrate the thought leadership and expertise your firm has to offer clients and teaming partners.

10. A Community for Emerging Leaders

SMPS offers the emerging leaders in your organization access to the greater A/E/C community, introducing them to community leaders, exposing them to big-picture perspectives, and fueling their passion for the industry and their professions—all elements in retaining the brightest and best talent for your company. The connections made in SMPS lead directly to business opportunities with clients and teaming partners.

Heard enough? Join SMPS today!

This article was republished from the SMPS National website www.smps.org

Why Social Media is Useful to A/E/C Firms

isThese days, just about everyone has jumped onto the social-media bandwagon. Whether through Facebook, Twitter, LinkedIn, or some other medium, millions of people and businesses are constantly connecting and interacting with one another. In fact, social media have become one of the top methods used to collect news, information, or learn about new products and technologies today. But given the significant popularity of these networks and the fact they are virtually all free, why haven’t more businesses in the fields of architecture, engineering, and construction gotten involved in social media?

Perhaps those in the A/E/C industry find it counterintuitive to interact with the general population, given that their firms are tailored to such small niche markets? Also, by socializing with the public online, many believe they may run the risk of letting competitors in on too much information or creating a liability for projects and the company as a whole. Granted, these possibilities could very well be true; but an A/E/C firm’s participation in social media is no different than the firm’s participation in trade shows, industry organizations, or networking events: There’s always the possibility that someone could “say the wrong thing.” And much as anyone involved in the business development or marketing side of A/E/C knows, through training, guidelines, and experience, you will eventually learn what to say, how to say it, and what to avoid. Social media work the exact same way.

In the past, the A/E/C industry was very every-business-for-itself, keeping other firms and competitors in the dark about projects and clients. Now, with the recent economic decline, many firms are reaching out to one another to team up, bolster business, and do their best to weather hard times. More than ever, it is imperative that A/E/C firms constantly network and “get to know their neighbors.” Social media are excellent tools not only for learning about other firms, but also for introducing yourself to and building relationships with potential clients. You would be surprised how many federal organizations, municipalities, and developers are on only a click away on Facebook or LinkedIn.

Read the more about Social Media and it's impact on AEC firms in the upcoming August Edition of the SMPS Atlanta Inspiration Newsletter. To get on our email distribution list for this newsletter and other SMPS Atlanta chapter news, please click HERE.

Sarah Zibanejadrad has worked as a marketing coordinator for Oasis Consulting Services, an engineering firm specializing in landfills, geotechnical, and environmental services. Currently, she is a social-media consultant for Rumor Interactive Media, a company focused on developing business Web presences.

Designing a More User-Friendly Web Site

From time to time, firms revamp their Web sites. You want your firm to look current, maybe even cutting-edge. Your Web site is the face you put out there in cyberspace for the world to see, particularly for your clients and your prospective clients. You want to put your best face forward.

For most firms in the A/E/C sector, the Web site is primarily an electronic brochure. You want people to see who you are and what you do. And you want them to be able to find that information quickly. If it isn’t easy for them to find their way around your Web site, chances are they will get frustrated, stop looking, and find another firm.

One of my pet peeves is the beautiful Web site that takes forever to load. If you have the time for all the flash to click in, the Web site is awesome. But if I’m looking for information, chances are somewhere between slim and none that I’ll sit for long waiting for it to load. It’s safe to assume your clients and potential clients feel the same way. They’re not looking for entertainment; they’re looking for information.

Another pet peeve is not being able to find contact information. Sometimes, I just want an address; sometimes, an e-mail address. Sometimes I just want to call someone and ask a question. That’s why on the Greyling Web site, you’ll find multiple ways to contact us all in one page: phone numbers, fax number, toll-free phone number, physical locations, and a few e-mail addresses are all on one page. (Check it out: http://www.greyling.com/contact-us.html.) I’ve actually had people say, “Bless you! I don’t know why more companies don’t do it that way!”

This doesn’t mean your Web site can’t be attractive. In fact, it should be appealing, conveying an image of your firm that will attract the kind of people with whom you want to do business. It just shouldn’t be so complicated that people can’t find what they need with just a few clicks.

In his book Don’t Make Me Think, Steve Krug explains the basic rules of good Web site design. If the title doesn’t make the point clearly enough, the subtitle does: “A Common Sense Approach to Web Usability.” The author has spent more than 20 years as a Web site usability consultant for such firms as Apple, Bloomberg.com, and NPR.

One of my favorite rules is “Omit needless words.” He recommends writing the text, removing half of the words, then removing half of what’s left. People don’t “read” Web sites the way they read books or even magazines. They’re looking for information. Do you design hospitals; and if so, what hospitals have you designed? Do you build bridges; and if so, what kind of bridges? An eloquent, long-winded treatise on bridge building doesn’t cut it. Click, click, click to the bridges. And they’re done.

Navigation is also important. It should be intuitive where to click to get to what you want. A one-click button called “Industry Focus” should take you to a list of the industries your firm serves. A second one-click button should take you to a few words or pictures that answer the question. Then one more one-click button should take you wherever you want to go next: the home page, the contact us page, or someplace else. It should be easy to get what you want and get out.

There are more rules than these, but the book is something you can read on a two- or three-hour airplane ride. (No, I don’t know Steve Krug, nor do I get anything out of recommending his book other than passing valuable information on to colleagues.)

If and when your firm decides to revamp its Web site, this book can help you create a more effective, more efficient Web site. And your best and uncluttered face will be there for everyone to see.

Meike Olin, CPCU, CIC, CRM
Senior Vice President
Greyling Insurance Brokerage

Who is going to sell you?

(originally posted by Mr. Ronald D. Worth on Apr 25th, 2011 on mysmps.org)

We live in a world of political correctness while striving to be considerate of others we encounter during work. That is all very well and good, but during the course of a day you need to take some time to focus selfishly on yourself, if you plan to move forward with your career and achieve your goals. No one understands you better than you do. Also no one knows what you are accomplishing or where you are headed. Keep those who have the power or influence to decide your future regularly informed about what you are doing.

Being assertive does not make you aggressive or outspoken, it is just a professional approach to ensuring you are consistently moving forward while encouraging those around you to stay engaged in (or at least knowledgeable about) our aspirations and good deeds. Now is a good time to be visible and recognized for your hard work.

In the book, “Yes, You Can!” by Sam Deep and Lyle Sussman, they provide 10 great ways to help you to sell yourself effectively. Give them a try:

1. “First, be certain you have a good product to market. Be very good at what you do.

2. Keep key decision makers informed on an ongoing basis of developments within your area of expertise that are of interest to the firm and/or chapter.

3. Submit articles for publication in your company’s newsletter that highlight your responsibilities and your accomplishments. Offer to write a monthly column.

4. Ask your boss to take you to staff meetings attended by high-ranking company officials. Without being pushy, introduce yourself to any higher-ups you encounter.

5. Ask your boss for opportunities to showcase your presentation skills to upper management. (Sharpen those skills first!)

6. Greet top-level managers whenever and wherever you see them. Use a simple, “Hello, Ms. Roberts.” After a while they’ll begin asking and finding out who you are.

7. Author, or coauthor with your boss, reports that will have high visibility. Make sure you name appears on the cover.

8. Volunteer for assignments that will bring you into contact with a wide variety of new people both inside and outside the company.

9. Be sure your boss sees any written commendations you receive from customers.

10. Be kind and helpful to as many coworkers as you can, and let work of mouth do the rest.”

“If I am not for myself, who will be? If I am only for myself, what am I?”
--Hillel The Elder

“Feeling sorry for yourself is one of the strongest, most addictive narcotics known to man. It feels so good to feel so bad. Self-pity arises so easily, seems so plausible, and proves so hard to shake off.”
--David Powlison

Social Media- Revolution or Fad?

Interesting video on social media- posted almost two years ago, but still relevant. It's interesting to see how the AEC world is handling social media- we're seeing some firms embrace it and others shirk from it like the plague.

How is your firm handling the social media revolution? Is there really any question anymore to whether it's just a fad?

Why Do Implementations Fail?

Many studies have been done on why implementations fail. Through our own success and failures, we’d like to share with you eight (8) key areas that impact implementations:

1. Executive Support – In order to get buy-in from employees on the importance of using any system or adopting any process you implement, you first MUST have executive support. Your firm is investing a lot of time and money into this decision. The message must come from the top. If the executives of your firm don’t see the importance then others will probably feel the same way. As with any new process or change, it’s important to demonstrate a ROI and the key areas that will be improved within your company.

 
2. Establish Goals/Objectives – Make a list of the items that need to be improved within your company. With that list, apply Pareto’s 80/20 rule to your business. Focus on the 20% that matters and the other 80% of issues will fall into place. What information do you need to grow your company? What processes do you need in place to make things better, faster, and easier? Be specific. These goals should drive the functionality of your solution. 

 
3. Invest in Training – A vital part, commonly overlooked in an implementation, is training. Training enables and empowers your users. Taking the “they’ll figure it out” approach is a quick way to discourage users from using the system. Learning from experts on how to do it quicker, more efficiently, and correctly from the beginning can keep you from feeling you’ve wasted money on a system. The system doesn’t run the process; people do! The system will only be as good as the information put into it so make sure to support the people within your firm that will help keep the process running smoothly. 

4. Choose a Champion – You’ve heard the saying about too many cooks in the kitchen, right? Designate a consensus-building champion for the implementation. We recommend identifying three main roles with distinct purposes: Project Coordinator (PC), Executive Sponsor (ES) and Application Administrator (AA). The PC is involved with every phase of your firm’s implementation. This role will be involved with making key decisions and consider the global impacts of those decisions. They are also responsible for the schedule, progress, and team communication. The AA is an individual that develops a thorough understanding of the application throughout the implementation process, later performing the ongoing day-to-day administration, and leads the internal training effort. The ES is responsible for securing commitment from executive management, department/office management, accounting, marketing and project management and should be an individual within senior management. They are to stay in contact with the PC and consultant to convey any expectations or concerns. 

5. Think About the Future – Make sure all areas of your company are talking to one another. Consider your growth plans, customer communications needs, and internal knowledge sharing. Integration and streamlining processes impact profitability and obtaining/maintaining clients. Most firms think about the finance side first; an essential part of any business since they handle the money. However, what about the side that brings in those customers or work with them on a day-to-day basis? Is finance sharing information with them? Integration can help breakdown the silos and build true customer interaction. Keep in mind you don’t have to do everything at once, but make sure you think about the next steps. 

6. Gain Consensus from End Users – Gaining consensus within the company requires work upfront during the planning process. Consider the needs of end users and how the process will impact all areas of the company. Check back with them periodically to demonstrate solution designs to confirm you aren’t missing anything. 

7. Demonstrate Key Wins – Identify quick wins that can demonstrate progress with the system and track your results. The goals established at the beginning should be checked periodically to ensure you are making progress.

8. Take a Phased Approach – By taking a phased approach, the Project Coordinator isn’t burdened thinking about everything all at once. Remember, this is a job upon a job. On top of doing their daily duties, the implementation team is taking on a project that requires significant time and dedication. In addition to spreading out the implementation, training should be incremental. This keeps employees from experiencing information overload.

Strive to constantly evolve and improve your company in order to ensure you are ready for tomorrow’s challenges. Adapting your processes and system is a never-ending journey so don’t look for a final destination. Empower your employees and establish a good relationship with your consultant. Keep the lines of communication open and express your concerns during the implementation. Your consultant is there to adjust the implementation to your needs, however, be open to new ideas and suggestions. The best solutions come from open dialogue. Successful implementations require a collaborative effort between your firm’s implementation team and your consultant. “Success is a journey, not a destination." -Ben Sweetland

The Possibilities are Endless – Want to know more about these key points or how to make the most of your system, contact Sarah Mackley Gonnella, Acumen Advisors via email at sgonnella@acumenadvisors.com 

How Social Media Helps Me Think Like a Client

For the record (in this era of full disclosure), I have participated actively in social media communications for the past three years. I post regularly in both the professional and personal worlds. And allow me to state clearly: Never the twain shall meet.

But in reviewing my postings and reading others’ posts, tweets, updates, musings, and diatribes, I have noticed that my eye is invariably drawn to content that hits my sweet spot: ideas, statistics/data, news, reports, happenings, and revelations that attract me either because of my continuing long-term interests or because of a timely, short-term event.

This makes me wonder, “How do clients read my copy?” Or maybe, “DO clients read my copy?”

If I had to summarize my idea or my firm’s compelling response to an RFP in 140 characters* or less, what would I say? What unique response would make my client say, “I want to read more”?

I am certain that 140 characters would not be enough for a client to make a decision, but people engage and read more based on something that catches their interests or hits their sweet spots. So I have to ask, “What is my client’s sweet spot? What will catch his or her interest above all of the other chatter [proposal responses] out there?“

A good part of what will turn heads is really knowing your client (another blog entirely…). And essential to turning their heads is crafting a well-rounded, lean, and distinctive statement about what you bring to the table at that particular point in time, something that will entice them to read more and stay with them in the retelling of your idea to others.

This “sweet spot” exercise helps me to get down to the minutiae of how to say what I need to say. I need to cut out the unnecessary adjectives and overused “industryspeak” and really give an honest response with a solid hunk of creative input. Clients rely on ideas and creativity, so why not craft your response with a character limit of wisdom, making sure you are stating something new, something workable, and something to make them want to read more.

So as I tweet and post, I give my statement the client once-over, asking “Who cares?” And after proofing again for accuracy, I think for a second about my clients and what they want. Where are their sweet spots? Have I boiled my clever idea down to its most critical component? And then I hit send, tweet, share, post, or print.

And in the back of my mind, I wonder to myself, “Will they ‘Like,’ re-tweet, comment, or reply?” If I phrased it correctly and succinctly, I think they will. And I’m hoping they “Like” it again and again and again.

-Bob Mullen,
Senior Marketing Communications Manager, Jacobs

Don't forget to follow SMPS Atlanta on Twitter @SMPSAtlanta or join the discussion on our LinkedIn Group SMPS: Atlanta.

*The maximum number of characters allowed in a Twitter "tweet"

Do You Speak Architect?

All professions have their own jargon, their own shorthand. When speaking with your peers, it’s often easier and quicker to use those verbal shortcuts to convey your message. But too many of us forget that we’re not in-house when we speak to the rest of the world.

Marketers, particularly, need to remember to speak English, not Architect, when we communicate with the rest of the world. The same goes for engineers, contractors, and anyone else in a profession with its own quick-speak.

Here’s a link to an excellent article from Slate, written by Witold Rybczynski, titled “A Discourse on Emerging Tectonic Visualization and the Effects of Materiality on Praxis Or an essay on the ridiculous way architects talk.” 

Thank goodness none of us work with anyone that talks like this…or do we?

SERC: SMPS Regional Conference, March 16-18

I love attending the annual SMPS Southeastern Regional Conference (SERC). A regional event with the Atlanta, Alabama, Nashville, Charlotte, and Research Triangle SMPS Chapters, this is much more of a personal, local conference than the National Conference. The crowd is always a great size to:

• Get to know great people in just two days
• Make real, concrete local and regional connections
• Allow for ample networking and socializing

The programming of this event tends to be very strong, and right on target, with what our firms need to know, and what marketing/BD professionals want to learn.  We also have strong national and regional marketing leaders heading up our sessions this year, and we expect a record crowd with our central location of Atlanta.  
 
Join us---GET LUCKY--March 16-18, 2011, Atlanta, GA.  

Don't forget to follow us on Twitter @SMPS_SERegion and join our group on LinkedIn for updates and news regarding this event.  

Is It Possible To Find Fulfillment at Work?

Thank you to Ron Worth for his daily blog information. Below is one of his most recent postings.

We all have to do it. Work that is... if we expect t achieve any of the goals or dreams we have for tomorrow. I am one of those odd birds who actually enjoys work and have been very fortunate over the years to have jobs that were challenging, rewarding and very satisfying. Lucky also since we all spend more time at work than we do with family or in pur suite of self-interests. Your situation at work may not be so positive. If not, I want to share with your seven ideas from two authors, Sam Deep and Lyle Sussman, who provide guidance in their book "Yes You Can" that may move you toward a more fulfilling life at work, since this is critical for your happiness, health, and future career advancement.

1. Broaden your vision beyond the job you perform. Find out as much about your company as you can. Learn where you fit in the grand scheme, and look for ways to make your fit a more satisfying one.
2. Volunteer for new and more challenging assignments as soon as they become available. Ask before your boss thinks of someone else.
3. Ask your boss what the two of you can do to raise the level of responsibility and creativity in your present assignment. If you want a more enriched job, ask for it. Make specific suggestions.
4. Expand your capabilities; learn new skills. Enjoy the feeling that you can do your job as well as anyone has ever done it.
5. Take advantage of opportunities to help coworkers succeed. Take new comers and less experienced employees under your wing. Teach them everything you know. Your excitement will grow as they do.
6. Dream up ideas for doing your job better, faster, and differently. The resulting variety and cost savings will pump you up, as will the appreciation you receive from your superiors and customers.
7. If non of the ideas above do the trick for you, and you're determined to feel better about your vocation, start hunting for a new situation that meets your needs to grow while you work.

Ronald D. Worth, CAE, FSMPS, CPSM
Chief Executive Officer
Society for Marketing Professional Services